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tags: Module 0
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# Program structure


👆 The diagram above should give you a good overview of the full program you will be going through in upcoming weeks (you're the panda in the spacesuit!).

**Since it's such an important element for every salesperson and organization, we have built the sequential logic of this course along the "sales process".**

Don't worry if you're not yet familiar with it, you will learn all about this process during Stage 1 - Foundations.

:::info
ℹ️ **In a nutshell, a sales process is the series of activities performed by salespeople to attract potential clients and turn them into happy customers.**
:::

Working along the sales process will help you build a mental framework of tech sales, understand how everything ties together, and why certain activities are done at specific points along the process. Most importantly, it guarantees that your learning path follows the natural progression of how customers buy today, and closely mirrors how tech sales organizations actually work.

We will share the graphic with the Panda at the beginning of every module to help you orient yourself and track your progress.
 
## Course elements

As we mentioned before, the course follows a blended-learning approach. This means you will find:

- Self-guided content
- Practical assignments
- Live sessions with your peers and coach

Let's have a look at all the elements you will encounter throughout the course:

::: info
* **Stages:** Overall phases that modules are grouped into. There are four stages in this course.
* **Modules:** A group of individual lessons divided into sections with a specific topic and learning objective.
* **Lessons:** These are individual learning units that each cover one topic and mostly come with an expert video.
* **Masterclasses:** These are live video-conferencing sessions done by experts we invite to speak on a specific topic of their expertise.
* **Assignments:** Practical tasks where you apply what you have learned from the lessons.
* **Quizzes:** Small quizzes designed to test your knowledge of a specific unit or section in a fun and interactive way.
* **Group Squad Sessions:** Live meetings that will take place together with the rest of your squad members and your coach
:::
Now let's dive a little bit deeper into the stages and modules you will find along the course 👇
 
## Stages & Modules breakdown

As you can see in the diagram above, the program is divided into some prework activities and four main stages:
:::info

* **Prework** is the module you're currently in. It covers your onboarding as well as the initial exercises to prepare you for your career journey.
* **Stage 1** covers the basics of tech and sales. It's more theoretical, grouping content to cover core knowledge, although you will have assignments along the way.
* **Stage 2** covers all activities along the first three stages of the sales development process. This is when we get our hands dirty. It consists of fully practical modules where you will perform real world sales.
* **Stage 3** covers the final stages of a sales process: presenting your product and closing. **It is a 100% self-guided continuous learning course after your graduation.** It is something we recommend you go through once you start your first tech sales job after Hyrise. Its goal is to keep your career growing and to never stop learning.

:::

Each stage has different modules.
- 2 Modules in Prework
- 4 Modules in Stage 1
- 4 Modules in Stage 2
- 3 Modules in Stage 3

At the beginning of every module, we will share:

- **A module summary** so you know what to expect.
- **Requirements to progress**

At the end of the module you will have an **Extra Resources** section. This section is not mandatory, but contains interesting information in case you want to dive deeper into certain concepts.

Unless otherwise stated, you cannot progress to the next module until you complete the requirements to progress. Once you do, you will unlock the next one. Within each module, you will automatically be guided through the learning path with all its lessons, quizzes and assigments :relieved:.
 

Let's have a look at each stage individually.
 

### Stage 0: Prework

During the prework stage, we take you through everything you need to make the most of the course and set you up for your career journey.

In the first module (the one you're in right now) we will show you how everything about the course works.

In the second module, Preparing your career journey, you will begin thinking about your career goals and preparing your social profiles before your training begins.

::: info

* Prework Module 1 - Hyrise Academy Onboarding
* Prework Module 2 - Preparing your career journey

:::
 
### Stage 1: Tech Sales Foundations

The world of tech and sales evolves at crazy speed. This means, even if you've worked in the tech industry and in sales for a long time, it's hard to keep up. We've designed this module to cover the basics that get you up to speed even if you have no background in business at all.

We will introduce you to the world of business, tech and sales so that you understand tech organizations and the discipline you're getting into. We then move on to the roles and responsibilities within the sales profession and an intro to the cornerstone concept of working in sales: the sales pipeline and how to manage yourself.

::: info

* Module 1 - Introduction to the World of Tech
* Module 2 - Introduction to the World of Sales
* Module 3 - The Tech Sales Profession
* Module 4 - Effectively Managing your Sales Pipeline
:::
 
### Stage 2: Sales Development training

Having covered the basics, it's time to practice. We will cover the first three stages of the sales process we have outlined: generating leads and qualifying them effectively through discovery calls. This deep dive takes you through a real onboarding, for a real company, for which you will be performing real world sales!

You will have one clear mission:

==🚀 Schedule at least 1 qualified demo meeting.==

To achieve this, we will guide you through each step of the way, from generating the right leads, to contacting them, calling and qualifying them.

These are the core skills - summarized as sales development - you will need for your first job working in tech sales. We conclude the stage by teaching you how to land that job.

It's during module 8 that you will be interviewing with our hiring partners, offering a great opportunity to apply and show your newly learned skills!

==🎓 Once you have successfully completed module 8, you will officially graduate from Hyrise Academy.==

::: info

* Module 5 - Prospecting: Generating the right leads
* Module 6 - Prospecting: Contacting leads effectively
* Module 7 - Discovery Calls and Qualification
* Module 8 - Prepare for the SDR job hunt
:::
 
### Stage 3: Closing Training

As we mentioned before, Stage 3: Closing Training, is a 100% self-guided continuous learning course. Its goal is to keep your career growing and to never stop learning after you have already landed your first job after Hyrise.

:::success
We recomend taking this course **6 months after** you start working as SDR/BDR in a B2B tech company.
:::

After having mastered the craft of sales development going through stages 1-2 and having gained extensive experience working on the job, stage 3 is supposed to get you ready for your next promotion to Account Executive (more on that later 😉). You will deep dive into conducting world class demos, overcoming objections and closing deals.

::: info

* Module 9 - Running successful demo's
* Module 10 - Mastering objections and closing
* Module 11 - Prepare for the AE boost
:::
 

## Up next…
Now that you have a clear picture in your head of what we’ll be covering throughout the course, let’s take a look at the course dynamics.

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