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tags: Onboarding training, Module 0
---
# Program structure


👆This diagram 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 this 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
### Prework

During the prework stage, we take you through everything you need to make the most of the course. We will show you how everything about the course works.

::: info

* Prework Module 1 - Hyrise Academy Onboarding

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### Stage 1: 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
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### Stage 2: Core 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.

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.

::: info

* Module 5 - Prospecting: Generating the right leads
* Module 6 - Prospecting: Contacting leads effectively
* Module 7 - Discovery Calls and Qualification
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### Stage 3: Closing


Even though your early career will likely focus on generating leads, we want you to leave Hyrise Academy ready to master every stage of the sales process. In stage 3 we dive deep into conducting world class demos, overcoming objecctions and closing deals.

::: info

* Module 8 - Running successful demo's
* Module 9 - Mastering objections and closing
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## 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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