Building Talent the Somo Way: Inside Our Sales Academy
- Emily Jackson
- 6 days ago
- 3 min read
At Somo, we believe finance shouldn’t be difficult.
But making bridging easier doesn’t just come down to great products, it’s about our people - people who understand the detail, the regulation, the structuring, the risk and the relationships that sit behind every deal.
That’s why we built the Somo Sales Training Academy.
More Than Just Training
As set out in our Academy framework , the 12-month programme is structured in two phases: Foundational learning including bridging fundamentals, UK regulation, loan structuring, relationship management, objection handling and operational processes. And Competency-based development such as refining judgement, resilience and real-world sales capability in a target-driven environment.
But this isn’t classroom theory alone.
From day one, trainees work alongside experienced BDMs in a BDE capacity, fully exposed to the sales cycle, from first enquiry through to completion. They see how cases are structured, how valuation challenges are navigated and how relationships are built.
They are incentivised from the start. They contribute to the team in a very real and valuable way.
From Call Centre to Structured Growth
Phoebe Shaw joined Somo from a call centre background. She said it was tough. A steep learning curve. A great test of resilience. But it lacked structure. “There was definitely effort but it was difficult to know if, or how much, you were actually developing.” The Academy changed that.
Instead of reactive selling, she experienced structured progression. Instead of guessing her growth, she had measurable development. She understood regulated versus unregulated lending, why exit strategy is critical, how to structure a deal that works for broker, borrower and funder alike. And she was encouraged to stretch, and make mistakes, in a supported environment.
Competence Before Confidence
Bridging is nuanced. Property, regulation, commercial judgement and time pressure all intersect. Throwing someone straight into a target-only role can create confidence without competence, or worse, fear of failure.
The Somo Academy does the opposite. It builds competence first, then confidence, then commercial performance.
By the time trainees graduate into a BDM role, they aren’t guessing. They understand underwriting logic, valuation friction and how to find ways to say yes to a deal.
Hitting the Ground Running
Phoebe graduated at the end of 2025. So what of her first month as a BDM in January? Outstanding!
“Not because she was new and enthusiastic but because she was prepared,” says Jade Keval, Sales Director. “We know from experience, long-term success in bridging isn’t built on quick hires, average length of service in the Sales team is 7 years. it’s built on properly nurtured talent and rewarding that talent appropriately.”
“The Somo Sales Training Academy exists because brokers deserve well-trained BDMs.” Jade continues, “Investors deserve commercially astute relationship directors. And our team deserves clarity, structure and support for their development.”
Phoebe is proof of what happens when you get that formula right. And she’s only just getting started.
Frequently Asked Questions
Who is the Somo Sales Training Academy for?
The Academy is designed for ambitious individuals who want a long-term career in specialist finance, not just a sales job. Many of our trainees come from call centres, estate agency, recruitment or other fast-paced commercial roles. But we genuinely believe in “no experience necessary”. We’re looking for resilience, curiosity, work ethic and the desire to learn properly.
If you’re motivated, commercially minded and willing to put in the work, the Academy provides the structure and exposure to turn potential into performance.
What happens after you complete the Academy?
Graduates move into a fully-fledged Business Development Manager role, equipped with:
A deep understanding of bridging fundamentals and regulation
Real experience of the full sales cycle
Confidence built on competence, not guesswork
A strong internal network across underwriting and operations
As Jade highlights in the article, average length of service within the Sales team is seven years - because support and development doesn’t stop at graduation and our Relationship Directors are testament to that.
How do I apply to The Academy?
We don’t currently advertise the Academy on a careers page - we prefer to speak directly to ambitious individuals who believe they have what it takes.
Think you’ve got what it takes to be a Somo Undergrad?
If you’re driven, resilient and ready to build a proper career in bridging finance, we’d love to hear from you.
Contact our Talent Manager directly at lindsey.oneill@somo.co.uk to start the conversation.
