This week on The Sales Transformation Podcast we’re bringing you a webinar recording from last week, where Dan Hodgetts from the Institute of Sales Professionals hosted Consalia’s Dr Louise Sutton and Natalie Murray, along with current Level 6 Sales Apprentice Charlotte Smith from Experian.
Louise and Natalie introduce the Level 6 degree apprenticeship in B2B sales that Consalia run in partnership with Middlesex University, before highlighting the recent launch of the L4 Advance pathway designed to allow Level 4 apprenticeship graduates to join the second year of the Level 6 programme.
Charlotte then shares her experience as an apprentice, including the programme’s work-based learning format, the critical thinking it fosters, and how the second year built on the learnings from the first.
Highlights include:
- [03:44] – The apprenticeship pathway for junior sales professionals
- [11:15] – The differences between university and apprenticeship learning
- [22:31] – How the Level 6 Apprenticeship develops skills year-on-year
Connect with Louise Sutton on LinkedIn
Connect with Natalie Murray on LinkedIn
Connect with Dan Hodgetts on LinkedIn
Connect with Charlotte Smith on LinkedIn
You can find out more about our L4 Advance apprenticeship pathway here.
Join the discussion in our Sales Transformation Forum group.
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Full episode transcript:
Please note that transcription is done by AI and may contain errors.
George: Hi everyone. George here, the editor of the Sales Transformation Podcast. This week we've got a recording of a webinar for you. It's a session that we held with the Institute of Sales Professionals last week explaining the apprenticeship pathway available for young sales professionals.
The ISP's Dan Hodgetts was joined by Consalia's Dr. Louise Sutton and Natalie Murray, along with Charlotte Smith, a current Consalia level six apprentice working at Experian. You'll hear them discuss how the Level six apprenticeship works, including how Work-based Learning integrates Theory with practical implementation.
Natalie and Louise will also explain Consalia's New Level Four Advance Pathway, which lets graduates of a level four sales apprenticeship join our Level six program in year two.
Now, as this was a webinar, there are some slides used, so you can watch this episode on our YouTube channel if you want to see those.
With that said, please enjoy this recording of the ISPs entry to Expert webinar.
Dan: We have Louise Sutton and Natalie Murray from Consalia and Charlotte Smith from Experian. Uh, ladies would you like to introduce yourselves to our audience?
Louise: Thanks, Dan. And hello everybody. It's a pleasure to be here today. Uh, I'm Louise Sutton. I'm the
Natalie: Academy Director at Consalia. My name's Natalie Murray. I'm one of the apprenticeships director at Consalia.
Charlotte: Hi everyone, I'm Charlotte. I'm a current level six degree apprentice at Experian.
Dan: Thank you all for joining. It's absolutely pleasure to see you all today. And we have a real, kind of a, a real packed agenda to cover off today, primarily focused around apprenticeships and in particular, we're gonna be focusing on level four to level six transition.
Um, and the apprenticeships that, that are available, um, Natalie, Louise and Charlotte, they're all experts in the level six, or I'll shortly be handing over to them and asking them some questions all around the level six, but it's just worth the context, just painting the picture of what's available in the marketplace currently when it comes to sales apprenticeships.
Many of our, an audience might already know that there is a IT technical sales level three apprenticeship, which is the only level three, or let's refer to it as an entry-level apprenticeship that's available in sales. Currently. There is also the level four sales executive apprenticeship, which many of our audience will know, so may have even completed it.
And then we also have a degree apprenticeship at level six. And for context, this webinar today is gonna be focused on how the opportunity for level four, um. Apprentices to move on to that level six. Um, at a, uh, a more advanced rate. So what we have is something called the level four advanced pathway. So for those individuals that have completed the level four, to be able to move into that, uh, that level six opportunity, but not just that as the only route into the level six, there is also an opportunity for anybody dependent on their level of sales experience and qualification perhaps to move into that level six directly.
And I'm sure Natalie Louise can talk to that in a little bit more detail. Um. So without further ado, we do have some questions for our panel, which, uh, I'll be the host today and I'll be asking those questions. So firstly to Louise. Louise, can you give us a quick intro into the Level six program?
Louise: Okay. Yes.
Thanks Dan. Um, so briefly, uh, the level six program is a degree apprenticeship in business to business sales, uh, or B2B sales. Um, and it's a, 'cause it's a degree apprenticeship, it's a three year program, and as an apprenticeship, um, there's a, a lot of emphasis on work-based learning and integrating the learning into the day job.
Um, of course we introduced sales frameworks and sales theory through the different modules that we've run on the program, and you earn the university credits for the degree through completing these work best based programs, um, which will be related to the context of the apprentice and their work environment.
So everything is really related to the workplace. Um, the assignments for these work-based projects, they could be a mixture of, um, presentations, professional discussions, portfolios, as well as written assignments. So we really try and, and mix it up a little bit. Um, as with all apprenticeships, there's an endpoint assessment at the end of the program and, um, you complete the two awards.
You actually complete with a degree and you complete with the level six apprenticeship. So you get a dual award from the program. And, um, all apprentices that are on the program, they are members of the ISP all the way through, and when they complete, they're also eligible for that sales certification with the ISP.
So hopefully that's a bit of a summary for you.
Dan: That's great. Thank you. Um, thank you Louise. And, and perhaps a question for, for Natalie and Louise, um, you've recently launched the the level four advanced route. Uh, why did you decide to do that? And perhaps you can give a little bit more detail as to what that contains.
Louise: Shall I start? Do you wanna start? Yep. Okay. So, um, I think the title of this, uh, webinar says it all really, Dan, you know, advance your career through sales apprenticeships. And that's what this pathway is, is enabling. So you've talked about the level three apprenticeship and the level four apprenticeships that currently exist, and then there's the level six, but there's a gap between four and six.
And we really wanted to give that opportunity for apprentices who've completed level four to join the Level six program. And we wanted to do that by, um, recognizing their achievements. Um, and where they've got to so far with the level four. So this program will provide a pathway for them to join the Level Six program into year two and then gain the degree and that level six award in two years rather than three years.
So it's a continuous pathway through the levy, so funded by the levy, um, to support this career development and, um. I think we've talked way back, you know, when you go right back to when we started to develop these apprenticeships that our, the mission was always to professionalize sales and to make it a career of choice.
And by bringing in this pathway, there is gonna be that full career, um, progression through apprenticeships, which is fantastic. Um, I think as well, you know, I'm a great believer in continuous learning at all ages, and that education gives you choices. So, you know, this will definitely provide more choice and opportunity for more people.
And I think, you know, personally, it's been a goal right from the very start to have that pathway all the way through from three to four and onto six. So,
Natalie: and actually going even further from level six, there's also, uh, currently the opportunity to progress further, uh, onto a level seven, uh, senior sales lead apprenticeship, uh, with the option to, uh, complete a Master's qualification too.
Um, some might be aware that the funding, levy funding for that will, uh, end at the end of this year. Uh, but we are currently looking for alternatives, uh, something and another apprenticeship that we can offer for leaders. Um, and what we find is that, you know, Louise said it really allows. Employers and learners to plan that multi-year sales career pathway.
Um, for employers, it helps with their retaining those high potential employees. Uh, we were actually talking to a customer, uh, this morning who's been with us right from the start of the program, and they told us that of all the apprentices that have been through the level six. Program with us. Two thirds of those apprentices are still with them in the business, which is fantastic.
Uh, percentage there. Um, it really helps with internal mobility as well, we find for, uh, for the apprentices when they're thinking about their, their movement through the business. So if we are thinking about the continuity of the workforce and that succession, uh, pipeline planning. This is a really helpful program in that area too.
Um, and obviously our learners, our apprentices, they take everything that we teach them. They leverage those learnings, uh, and we find that they take them back to the business as well, and that really helps deepen sales excellence across the organization.
Dan: Fantastic. Sounds like a, a great opportunity, especially for those level four learners that are having been through a program with many of our training providers, um, over the previous years.
So, uh, there's another question, um, that I'm interested to is how does the Level six build on the level four and, and how does it benefit learners? So is the content quite similar and how does it build on the level four?
Louise: Um, yeah, thanks Stan. I think you know the best bit about the apprenticeships, um, you know, is the relevance of that learning and integrating that learning in the workplace.
And obviously they'll have started that process on the level four program. But, you know, level six, as I mentioned, it's. It's three years, or will be two years, two more years for those who are coming through on this, um, pathway. So due to those extra years, it gives us that opportunity for, um, you know, supporting deeper learning and the ability to develop work-based projects that I mentioned in every single module.
And really those work-based projects are where that practical learning happens. So it's just, as you know, as obviously level four has covered many of the knowledge, skills, and behaviors for a salesperson, but we can go into them with more depth because of the, the longer duration and through those projects.
And I think, you know, this really helps to develop critical thinking and reflective practice at a greater depth. And it will help to build on the knowledge, skills, and behaviors for, uh, leading perhaps on decision making and managing and closing more complex. Sales. So it's really taking people from to a more strategic level within their, their sales career and perhaps into more strategic sales roles or key account manager roles.
Um, you know, as I say, taking them, advancing them on that pathway. Um, you know, I've, I've heard people talk about, um, degree apprenticeships as condensed degrees. Linked to that off the job learning time that you're earning a degree in those sort of six hours a week, but they're much more than that. Um, typically I would say they're enhanced rather than condensed degrees.
So you're working in your full-time role and you're bringing that learning into your program, but vice versa, we really encourage that. So we're getting the theory into practice from the program. Then through those projects, we get some of that practice developing new theory, which is amazing. Um, and through the reflective practice as well.
So you're adding in more work experience that deeper thinking and helping people move into those more complex and strategic roles. So I'd definitely say it's an enhanced um, program. Um, I think as well, we shouldn't forget the employer 'cause they also benefit from developing and retaining top talents Natalie said.
And um, you know, those work-based projects will really be linked to their customers and, and their, the way of working in those organizations. So I think, you know, how does it benefit the learner? Um, I think, you know, they're gonna leave us an independent thinker. With A ton of knowledge, relevant skills for this complex marketplace.
More experience 'cause you're building on the level four, um, and with a degree and no debt. So there's huge benefits there really.
Natalie: Yeah. I would add as well that you know, this technological advanced world that we are living in that's really shaping the B2B environment, now we know that there's that need to, um, develop those softer skills.
And this is something that the program really focuses on. And as Louise said there, they, uh, although level four and level six cover off the same KSBs we really find that in year two years two and three, our apprentices get to go really much deeper, um, on building that knowledge and developing those skills, um, and behaviors.
And Really think about, I think the reflection piece is really key, as Louise said, giving them the opportunity repeatedly as well through each assignment to, um, to really reflect deeply, uh, on, on what they've written, how that shapes and how it applies to their environment and, and everything that's going on around them.
And we do encourage them to use a reflective model, uh, you know, to think about different ways that they can be doing things, you know, to really innovate and, uh, and come up with. New ideas, not just following, um, the, you know, a given process. It's critical thinking.
Dan: Really key. Yeah. That critical thinking comes through.
We've had a couple of questions come in and I think it the person to ask now rather than right until the end. So I hope you don't mind me going off piece a little bit and asking them now rather than at the very end, but it just makes sense to, while we're having this discussion, so many of our, um, apprentices will be used to kind of going through that route.
Way on the level four with our training providers who operate a varied model of blended learning. You know, some clustering tuition, probably more virtual than actually in person. Covered with assignments and self-directed study, mentoring, shadowing, all of that kind of stuff. Just briefly outline what the learners, what the apprentices should expect from the training that's delivered by yourselves.
And any university involvement, for example. So a, a typical academic route would be lectures, seminars, one-to-one tuition group work. How is that, how does that work with yourselves? And perhaps you could just outline that in a little bit more detail.
Natalie: So it's very much a blended learning format. Um, all of the Consalia Modules bar one over three years are delivered in person at Middlesex University.
Um, so they tend to be, for the most part, two day workshops. Um, and they, we find those so valuable. I'm sure Charlotte will, um, will, will agree to have that in-person time. Um, you know, where they're getting to spend and have that peer networking opportunity with, um, people from a whole variety of different businesses and, and peer and learning how different organizations work.
Um, then we have our virtual sessions as well, uh, follow ups to those workshops. Uh, Middlesex, um, sessions are delivered online. Um. So, yeah, it's very much a, a, a
Louise: mix of the two for us. If I can just add to that, I think, um, this is not a typical academic route. It is a degree apprenticeship, and I think it's important to appreciate those differences.
So, you know, as you said, the typical route might be lectures and seminars. We have these experiential workshops. Um, the projects are, you know, work based as, as would happen in level four as well. Um, we support the peer learning, so, and we really make it contextualized to, um, a workplace. So it's not a typical.
Academic route, it's a degree apprenticeship program. Some, you know, that we've developed specifically around the standard and to enhance the learning for the apprentice that's related to their workplace.
Dan: So is it fair to say there might be a common misnomer that because it's a degree apprenticeship and people automatically perhaps assume that it's gonna be more academic in nature, is that if, if our level four training providers on a call today, for example, take one thing away from this, is that it isn't necessarily.
As academic, as a traditional university pathway, it is much more vocational. It is much more on and off the job learning is. Is that a fair comment, would you say?
Louise: Absolutely it is. Yeah. I mean, obviously it is a degree, so we thread in academic theory, we, we certainly try and encourage the critical thinking that we've talked about.
But it is a professional practice program, it's a work-based program and, um, you know, totally linked to, as you said, work-based learning.
Dan: And, and, and just again, this question's just coming from, um, from one of our, from one of our audience. And I think it's a value question as well, is how well recognized are these qualifications in the sales space with sales employers potentially looking at more of the individual sales results rather than what qualification they have?
Um, so how well recognized are these qualifications in the sales space? And I might even ask Charlotte that similar question when we come to ask you from a individual salesperson perspective, I'd love to hear your interpretation of that.
Louise: Yeah. So how well recognized are they? I think, you know, they're well recognized.
There is a degree in sales. Um, it's really interesting actually, going back to this, what that comment about the typical academic degree. There isn't one in sales. Um, there is no university degree at the minute that is 100% dedicated to sales. So the apprenticeship. Program, the level six program is the only route to get a sales degree at the moment.
And, um, you know, so therefore it is really well recognized. And I think, you know, obviously results matter, you know, sales, um, for salespeople it is all about their performance and achieving and closing those deals, but, so that's. Gonna be part of any selection criteria, but to have the degree as well, you know, is an added, uh, component to anyone's, um, cv.
Um, but clearly the, even on the degree we're focusing on how can you improve your results, which are the ways that the theories and the frameworks we are inducing are to encourage how they improve their performance, um, in the workplace. And, you know, we're focusing on, I know it's covered in level four customer experience.
We do customer experience, psychology, sales negotiation. All the modules are very sales related, linked to, um, helping them become the best sales professional. They can be. And uh, you know, one of the reasons that, that the, um, or the title of the level six is B2B Sales Professional, which was linked again, um, to professionalizing sales.
And it's making sure that they get the best results in the most professional way they can.
Dan: It, it, it was a really interesting question that one, because it feels fairly indicative of the way the sales profession is, is it's been not necessarily academic or qualification driven. It's more about the results on the job and whether you're hitting your quotas, hitting your targets, et cetera.
But where the ISP very recently actually have just done a, a big piece of research over two years, which has just finished, which is directly correlating sales performance to continued professional development and learning. So we can prove fairly categorically that those individuals that do invest in their CPD.
That are regularly updating their own skills over the, over an extended period of time are higher performers. So this just goes to your very point, um, Louise there is that this is a pathway from level, potentially level three, four through to level six individuals that do follow that pathway, whether it be in an apprenticeship route, a qualification route, or a general CPD route.
Either way, those individuals are going to be better performers as salespeople. so Sounds like a bit of a no-brainer to me. I'm gonna move on to Charlotte, um, because you've been sat there very patiently, Charlotte. Thank you for that. Um, so Charlotte, just, just introduce yourself a little bit more and, and your experience of what you've been through so far and how your role has evolved since beginning the level six degree apprenticeship yourself.
Charlotte: Yeah, of course. So, um, as mentioned, so I joined Experian, um, in 2023, September. Um, so I'm coming up to joining, um, the level six part of the apprenticeship. So I've completed my level four, just completed my level five. Um, I'll be starting level six, I guess. Over the past two years. My role has evolved quite significantly as I've progressed through this apprenticeship.
So. If we start at level four, for example, I was primarily focused on supporting customer success activities, like learning their foundations, shadowing some of the more experienced people within my team, um, and contributing to more like tactical tasks, I guess. Um, this was a really great starting point to understand the business and kind of build some confidence because, um, from my own personal experience, I've come straight from like a levels into this.
So, um, quite a big jump, I guess, going into kind of working in a, in a big organization. Moving on to like level five. So I began to take on more responsibility, deepening my understanding of different customer needs and kind of internal processes. Um, I started to contribute some more kind of complex projects as well and become more involved in kinda cross-functional collaboration.
Um, at this stage it's kind of all about building influence and kind of making sure I'm understanding my commercial awareness as well, um, and kind of preparing myself moving into this kinda next, um, level six, where I will kind of be taking on more of those strategic conversations, um, as Natalie had mentioned previously, um, I guess now, yeah, as I enter my final year.
Um, or my level six apprenticeship, the shift has been made. Um, it's quite, I guess. Quite a big step up, I guess. 'cause I no longer kind of just supporting these conversations. I'm actually leading these strategic discussions, um, with different customers from like all different industries and helping 'em align their goals with our solutions.
Uh, and I guess this is probably the key difference between level four and level six. Kind of the move from like more operational, like shadowing support to actually taking the ownership of those accounts that I'm managing at the moment. Um, and being able to, to kind of deal with different situations because each account kind of has, has its own, um, things that come along with it as well.
I guess internally and externally as well. Like I've gained greater influence. Um, I'm trusted as my team to kind of represent us in different stakeholder groups. Um, I guess I'm seen as like peers and managers, um, as a commercial con contributor, um, who can also kinda drive value as well. I think, um, as you mentioned kind of.
Before, like obviously in sales, it's really important alongside your degree to also be kind of like hitting your targets, making sure that, um, you're still kind of performing. And I feel like this, um, how I feel right now in the, in the process of the apprenticeship. I feel like I've definitely been given what I need to be able to be successful within that as well as like the, um, support from my employer also cons, a Middlesex as well to be able to deliver on that as well as be kind of performing in my role as well.
Dan: Thanks, Charlotte. I just wonder, I'm just Natalie Louise, just, just clarify the point there for me. 'cause we were talking about level four, five and six in the context of year one, two, and three of the degree, and I'm just conscious that some of our audience might be thinking, what do we mean by level four?
What do we mean by level four? Would you mind just clarifying exactly how that works? Just the audience can understand that when we talk about level four in this context, we're not talking about the level four apprenticeship, are we?
Louise: No. So, uh, because it's a three year program in its entirety, um, the first year is equivalent to level four in academic terms.
The second year is equivalent to level five in academic terms, and then level six is the third year. So that's what, um, yeah. Charlotte's, uh, referring to at the moment,
Dan: which is why presumably the level four advance, if you've completed the level four apprenticeship, that gives you the ability to almost bypass that because of your prior learning.
Your prior experience. Many of our. Training providers on the call today will understand what I refer to as recognized prior learning or RPL as it's uh, called in the DFE funding rules. Um, this actually contributes to actually having the first full year of le, the three year degree being RPL, so to speak, and therefore you don't need to complete it.
Hopefully that clarifies to everybody on the call. Um. Charlotte just coming back to you, if you don't mind, on that point. So, um, I, I just expand a bit more on how this particular program has developed your own sales practice and perhaps how it's, you've mentioned now how it's given you more confidence to hit sales targets.
Just explain in a bit more detail how that's happened for you.
Charlotte: Yeah, of course. So because I've come straight from um, kind of a levels, for me personally, I feel like this apprenticeship has kind of scoped and kind of shaped exactly how I am as a sales professional. Like I've not had any kind of previous experience in being able to do that.
And I think the way that the program's like designed, um, kind of has really helped me, um, develop and I guess. Show me how I can be as a sales professional. So yeah, it's had a really huge, um, impact on my development, not just I guess in the theory of things, but also like in practice. So, um, one of the most valuable aspects I'd say, is probably the work based projects.
So like each assignment that we have, um, has challenged me to apply what I've learned directly into my role. So, for example, um, like I recently led a customer health initiative where I used different strategic frameworks from my level five modules to ident to identify, um, like at-risk accounts and propose kind of proactive engagement plans.
And I guess, um, the result of this, um, we were able to turn kind of. A potential customer that no longer wanted to be with us into kind of being a promoter and kinda being an advocate for us. Um, and I've been able to kind of see that from the whole start of the journey from when they weren't really happy with us to the end where they're now kind of a promoter of us.
And I think using different things I've learned, like third box thinking, um, and kind of looking at the psychology of sales, different sales mindsets, um, has been really kind of crucial in kind of changing that and how that relationship has changed. Um. I guess the workshops as well. Uh, I know that this was touched on a little bit earlier.
Um, but they've been incredibly, um, kinda engaging. They're not just lectures, like they're really interactive, scenario based and they actually kind of often like mirror real life challenges that you would experience within a sales position. Um, me personally as well have brought, brought some of these initiatives back, um, into the office, into some of my team meetings and, um, and the.
First apprentice within the team. So, um, bringing these back, all these, um, everyone in my team kind of hasn't experienced that yet, so, um, and they find it really kind of engaging, um, the different workshops I'm bringing back to them as well. Um, I guess as well in terms of support throughout the program, I do feel really supported, like my manager, um, workplace kinda assessor.
Um, the cohort tutor as well have all played really key roles in guiding my development. Um, we also get like tripartite meetings where we basically have a meeting with myself, my manager, and the, the uni as well to be able to kind of go through anything, um, on a quarterly basis, which I think as well is, um.
Really important so you can kind of make sure that, um, we're kind of staying aligned with both my learning and business objectives. Um, I guess another highlight as well, um, being on this program, you are able to kind of work with people from different businesses. So we have so many different businesses within, um, my cohort specifically.
Um, and 'cause we come from different organizations and industries, it's interesting to hear how others kinda approached similar challenges. Um, and it's kind of broadened my personal perspective as well. Um, I built a network, I guess, as. Of my, of my, um, cohort. Um, as well, I guess it's helped me build a network internally as well, um, because I've been able to kind of speak to, to different people about my apprenticeship who are interested in my apprenticeship.
Um, and yeah, I think it's been a really great for my kind of personal development, I guess overall, um, the program yeah, has helped me grow from a supporting role into strategic contributor. Um, and I can really see kinda the impact kind of from every day and also when I'm in the, the uni classes as well with my, um, with my cohort.
Dan: It's fantastic. I feel like I wanna join this program myself. It's been sold. Um, what are your expectations for, so you're going into year three, which is the level six element of the, of the degree apprenticeship. What are your expectations for year three? And I'm kind of quite interested actually, uh, what happens after the, the year three and what happens when you pass your degree apprenticeship?
What's next?
Charlotte: Yeah, of course. So, um, I guess in year three, obviously I know that it's kind of a massive step up. Um, as Louise, Natalie mentioned, I've got my end, um, endpoint assessment at the end of this year. Um, so obviously I know that I need to kind of be able to balance, um. Kind of that on top of the, the work as well.
And I think in terms of like work, I'll be definitely focused on kind of refining my strategic thinking, deepening my commercial acumen as well. Um, I want to continue to lead these kind of high impact customer conversations and start contributing to kind of more long-term account planning and success.
So, um. Potentially like get on like a, a brand new client, for example, that I haven't worked on before. Potentially kind of a bigger one that I'm working on than now. Um, also hoping to explore kind of more, more cross-functional collaboration. So understanding, um, how the customer success team connects with sales, connects with product, um, the marketing, I guess, to kind of help drive that value across the customer lifecycle.
Um. Beyond the apprenticeship. Um, I'm aiming to step into kinda a more senior role where I can kind of own more of these kind of larger customer relationships and kind from an end-to-end perspective. Um, like the example I mentioned earlier, I'd like to kind of get involved with more of that, um, potentially mentor some others as well that are coming through the program.
Um, since I joined the Hired two more, um, last year as well, um, who are on the exact same program, um, starting from the the level four. Um, and yeah, I guess. The apprenticeship has kind of given me this strong foundation. And now it's kind of about building on that, um, being able to become like a well-rounded, kind of trusted advisor to both the customers and internal teams, um, and kind of continue to network through that as well.
Um, I guess any advice that I give to anyone, um. If you're considering going onto the program, I'd say it's like a brilliant alternative to the traditional university route. Um, obviously I was kind of only really shown that when I was, um, doing my A levels, that was kind of where most, um, of the schools around me would kind of push people to go straight to university.
I think obviously you're learning in real time. You're applying this theory directly into your role and you're getting exposure to real business challenges from day one. Um, and as well, you're earning while you learn as well. So that's a, a definite um, benefit as well. And I think you are being able to grow that professional network from early on, which I think is really, really important.
Um. Especially like some, I guess there's, there's a different, uh, view on apprenticeship sometimes. But I think for me this would be an absolute no brainer because I've been able to kind of learn all those skills and I guess this apprenticeship has given me that foundation. And now for the rest of my career, I'll be using things that I learned within this to help me kind of go up, um, kind of different levels and kind of look around different roles, I guess, within the sales space.
And I think especially for people that are around my age or people that have never gone into a sales career before that let, their minds are kinda like sponges, I guess. And this kind of. Program kind of gives you all the information you need, gives you all the resources you need and the support you need.
And it's whether you take that and what you do with that to kinda help you become the best sales professional that you can.
Dan: What a way to end.
Natalie: Lovely. Thank you.
Dan: Thank you so much. It's, um, it's really interesting to, to hear about the level six. Um. And the opportunity that it provides to, to the level four learners.
But I, I'm, I'm keen just to explore a little bit more around that. Um, just before we, we, we hand over to any further questions. So we've talked a lot about level four progression into level six, but you didn't do that necessarily Charlotte. You came straight from a level, straight into a degree apprenticeship.
Is that a fairly common route, Natalie Louise, you seeing, are you seeing more people come direct from a level or perhaps other academia into this rather than as a natural progression from level four? Why might that be? Is that more just an awareness boost? Do we think
Natalie: we are seeing more? Um, and we are seeing that the places on the program becoming, you know, is becoming more competitive.
Uh, there is still a lack of awareness though, I would say, around it. Um, but I'm sure that, you know, that's going to change.
Louise: We get, we've had some people come through from the level three. It technical sales come straight into the first tier of our Level six program. Um, and we've had some people who've been in sales for a couple of years or, or longer actually.
And as you mentioned at the beginning, Dan, because of their experience, they're, they've been eligible to come onto the Level six program in year one. Um, so we've had few more mature students. Um, some that we call second jobber, you know, that perhaps they're coming in after having worked in one place, might be in B2C sales, and now they want to get more involved in, in B2B.
Um, so definitely more school leavers, but there is a mix. It's definitely a mix. Um, but I think, you know, we, we've just always wanted to provide that, that. Career pathway all the way through the the apprenticeship. So having had level three come on to level six in year one, we just really would love to give that opportunity for those who've completed their level four elsewhere to still have the opportunity to join another Level six program if they want to.
Dan: And are you seeing any particular type of sales role or for, for example, I know it's B2B of course, um, but are there any particular types of sales role that are coming onto your program or is it a mix across, for example, account man, do, do you get account managers applied to, to go onto this program as well in the late?
Is is it suitable to them or is this more, where's the sweet spots? Those is the question in terms of the type of, or is there a sweet spot and is it any sales person really that's in a B2B environment that's suitable and indeed eligible for this program?
Louise: Yeah, we get such breadth really from all the different organizations who are involved.
So there might be some inside sales or maybe account managers. Um, yeah. Uh, people who move more into a channel role. It, there's all sorts of people who get involved. Um, different sales roles that come on board.
Dan: Fantastic. Um, we have had a couple of questions in couple two I've answered, I think, but I will just double check just for the purpose and for the benefit of everybody else.
But the first one is that, um, so I'll read it as it is. I can see the induction start date is the 16th of January, but what is the latest date for enrollment? So presumably, what's the latest date you need to receive referrals from our level four providers or from anybody in order to get 'em started on the 16th of January.
Natalie: If you look in the second box there, we, you can see that we've got a few things that we need to obviously go through before, um, we can onboard, uh, anyone wanting to start in January. Um, so really the sooner the better. Um, but. Certainly by the end of the year coming up to the north December east, start of December before people start going on holiday would be the very latest I think.
Um, because we would need to make sure, um, that we've got, you know, we've seen their sample learning journals, we've had a look at the case studies, uh, and we are really making sure that they're the right profile, uh, for the program.
Dan: Are you limited to the number of people that you can take on at various different cohorts?
I mean, is it a nice problem to have if you've got too many or are you limited to the numbers? Mm-hmm.
Natalie: So when we've, we are not limited. We're not putting a limit on, um, the, the number that we will accept in this first cohort. Uh, starting in February, they will be joining an existing cohort. So obviously we need to be conscious of the, the students, the apprentices that we've already got there.
Uh, it would be a lovely problem to have, as you say, if we did have a, a real influx and we had to give that some more serious consideration. Um, but we want to accommodate, obviously, if we have a lot of interest, we'd like to be able to accommodate, um, as many as as possible. Um. We hope we will be building on this first one.
Um, well, the first joiners in February. Um, adding to other existing cohorts. If there is huge demand, then, you know, maybe there might be, um, just a, a level four to level six standalone cohort. You know, so we're very flexible, uh, in what's possible and what we we'd like to do. Um, and that will depend obviously on the interest that we get.
Dan: And how do people get in touch if I can see it on the bottom box there? So I'm preempting the answer, well, how do people get in registered
Natalie: initially that emailing us. That would be, um, the first thing, contact@Consalia.com to register interest or, you know, ask any additional questions. Um, and we will come, come straight back with the answers.
Dan: Fantastic. Um, there, there's another two questions which I think I've answered, but just forgive me, uh, to make sure it's correct. So. If I complete a level four apprenticeship, could I go onto a level six straight away? Does, is there a gap? Is there any time in between or could they quite literally jump go from one apprenticeship to the next, assuming the start data line and then everything else?
Louise: Yeah, I think the, you know, the key thing is to have completed, they successfully completed the endpoint assessment for the level four. So if that's happened and the employer is, is happy for them to come straight through, absolute.
Dan: Perfect. Uh, and the other question I think I've answered as well, but to speak to if so, how long will the level six be if they're coming straight from the level four?
And I've said that's two years. That's correct. That's year five. And but level five and six. So year two and three, they'll be completing. Um, just had a last minute question come through as well. Let me, uh, is it possible to come direct through my business? Um. I'm a hundred percent sure. I think I understand what that means, but either is it, so it might be, is that if that individual self-employed as a sales person in their own business, are they suitable or eligible for an apprenticeship?
Um,
Louise: funding rules are very tricky around that. Um, so it would, we'd have to look into the scenario really carefully to check that the funding rules can meet that
Dan: if they're working for an employer and it's the employer that wants to get in touch. Similarly, they'll just get in. The employer can get in touch with you via contact@consalia.com and you can have that conversation with the employer.
Natalie: Yeah. So, um, as we've said, if you are interested in finding out more, uh, maybe joining us or having some of your apprentices join us in our February cohort, then please do reach out, uh, on contact@Consalia.com. You'll have noticed that noted, uh, there, that we were talking about starting in January. With the induction sessions before the, um, modules start at the beginning of February, that's to allow a good amount of time for that onboarding, the ramping up, the understanding the academic piece, um, before they start the workshop.
So there will be a lot of care around that. Uh, in that month to really ensure a fast start for anyone joining in the February cohort. Okay. So I, I hope we've, um, given you a really good overview of what a fantastic opportunity, uh, this pathway from level four to level six could be in helping that multi-year sales career, um, progression
Louise: pathway.
Yeah, no, I just think it's a wonderful opportunity and I really hope we can, um, you know, find some learners who'd like to take advantage of it. So
Natalie: yes, if you want to, I think we've had a fantastic example with Charlotte today as well. So thank you very much, Charlotte. Um, you know, for all of that fantastic, um, championing you gave us of the program.
It was so great to hear it. And that is what we are aiming to do is the foundation for you to build fantastic career on. Uh, so hearing you, uh, corroborate and reinforce, that was fantastic.
Dan: And yes, just for me, thank you to yourself and Natalie, Louise and Charlotte, and our audience for joining us today.
Uh, at the Institute of Sales Professionals, we really do champion sales apprenticeships, and especially an opportunity for salespeople to progress through the levels. And I think this is just another fantastic opportunity for those individuals that have completed level four to move through to the level six.
So, um, I do hope that people will reach out directly through contact@Consalia.com to, uh, to get some more information, even if it's just for any informal chat or it's just a bit more detail. If you need any more information on the course, then please do reach out.