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Sales Certification |
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Sales Certification:
Sales Certification Changes Selling Behavior Over Time
Sales Certification with Action Selling begins by first knowing selling strengths and skill areas that need improving. This can be accomplished with our free Benchmark Selling Skills Assessment. This sales assessment provides recommendations on how to improve in the key selling skills that drive sales success. With this knowledge, a sales certification plan can be designed to reinforce learning and change sales behavior to consistent field success.
Without a progressive, systems approach to training that reinforces learning over an extended period of time, no positive, long-lasting result in behavioral change will occur. Sales training must be a long-term commitment, otherwise you are wasting your time and money.
Five Phases of Certification
Action Selling training is a complete, on-going sales certification program; a plan that is effective in helping salespeople learn proven skills, apply them to their selling situations and measure their effectiveness. There are five phases of the program. With each phase, a variety of tools are provided to maximize learning.
Our research of thousands of sales professionals shows that salespeople who are certified in Action Selling reduce sell-cycle time, increase margins and grow their sales at a rate that is six times greater than those without training.
 Build a Selling Skills Certification Plan for you or your organization:.
Download the Article: 90% of All Sales Training Fails.
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Find Out More:
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The Action Selling Sales Certification Timeline
The Selling Skills of each student are measured in the "Prepare" phase before training, 91 days following the "Train" phase and at the time of the "Certify" phase (150 days). This provides sufficient feedback and learning opportunities for each student to master the skills that lead to the achievement of your company's objectives.
Prepare: (Prepare salespeople and managers)
- Prepare students and organization (interview sales managers & salespeople)
- Set learning objectives and align training with business goals
- Students complete the free online Benchmark Selling Skills Assessment
- Students complete the online Action Selling Skills Survey
- Students read the Action Selling Sales Book
Train: (Workshop Learning)
- Install a common sales foundation & selling process to follow
- Trainer facilitates Action Selling Sales Training Workshop with managers & salespeople
- Students learn the Action Selling Process (a process that consistently wins sales)
- Best Sales Practices are documented and shared with sales team
Reinforce: (Spaced Learning - See Online Sales Training Portal - LearningLink)
- Salespeople participate in 12 Skill Drills reinforcement modules
- Salespeople utilize Audio, DVD, Best Sales Practices and Plan to Win/Replay the Call forms to reinforce skills learning
- Salespeople complete field level exercises to improve skills transfer
- Manager reinforcement & coaching tools reinforce sales force development
- Action Selling principles begin to transform into field success
- Students prepare for the Action Selling Skills Assessment
Assess: (Measured Learning)
- Salespeople take the Action Selling Skills Assessment
- Action Selling knowledge and application is measured
- Skill gaps impeding performance improvement are identified
- Assessment results are discussed between students & managers
Certify: (Fill Learning Gaps)
- Salespeople complete the online certification exercises, fill learning gaps
- Salespeople prepare and then complete the Final Certification
- Salespeople that score 75% or more certify - others retrain and reassess
- Future training options are evaluated after needs analysis
Unless your learning plan has effective methods for Motivation, Reinforcement, Retention and Transfer, you are wasting your time and your company's money.
Find out More: Sales Training Reinforcement Plan.
Talk With A Trainer
For immediate answers to your questions, please call 1-800-232-3485.
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