Imagine a Standard for Sales Productivity in IT

Every domain has its benchmark for productivity—quality (ISO 9001), IT service (ITIL), information security (ISO/IEC 27001), project management (Prince2), product development (SCRUM), finance (IFRS/GAAP).

Except Sales.

In order to serve today’s modern, demanding, and well-educated buyer, selling in the IT industry has become far more than technical expertise. It is an orchestra of interests between vendors, distributors, solution providers, business partners, consultants, and internal affairs. All depending on who is selling to the end-customer. To truly optimize sales productivity, teams must be educated within this broader context, with active listening and trusted advisorship at the core.

This shift is accelerated by two major trends:

• From products to cloud services: IT is no longer about one-off solutions but about ongoing services tied to mission-critical processes. Sales professionals must step up as trusted advisors, guiding customers through complexity rather than just pitching products.

• The rapid rise of AI: With solutions emerging at breakneck speed, linear sales processes fall short. Success now depends on creative and critical thinking, making adaptability a core asset for modern sales teams.

At The Sales Coach Academy, we believe it’s time to set the standard. Our TSCA Certifications bring the first benchmark for Sales Productivity, designed specifically for Europe’s IT solution providers.

As IT providers, we hold a unique responsibility: no IT, no business.

By raising sales productivity, we don’t just close deals—we strengthen the backbone of the market with vision, efficiency, and long-term impact.

Check the video below to get an impression of our platform.

Now memberships available at microsoft.marketplace.com