Competency Measurement & Documentation
Our certification process is designed to simulate a real-world sales situation, and all certification activities are conducted by each client’s marketing, enablement and training personnel as well as 1st and 2nd-line sales management. WhiteboardSelling personnel only participate in the first few certifications, after which client teams are self-sufficient in executing the activity.
Our clients have certified thousands of field personnel in Global2000 companies, along the way gathering valuable data at the global, area, regional and individual level, and across fifteen different vectors of sales performance never before visible to sales management. Our clients are able to use these metrics to make informed decisions about sales territory alignment and account coverage.
Sales management now has the ability to provide each salesperson with a personalized skills assessment and customized learning path designed to address the specific growth areas identified during the certification session. This personalized report is included for each individual sales person as part of the certification deliverable.
Preserving “Time To Sell”
By identifying specific strengths and weaknesses for each individual - in both solution knowledge and sales skills – we help our clients avoid sending ALL field personnel to ALL training sessions, focusing only on the education and skills development that are required by each person. This decreases time out of the field, thereby preserving “Time To Sell” and maximizing customer engagement and prospecting.
Our clients also use the certification process to document that all field personnel interact with customers and perform various processes in a way that is compliant with internal and external mandates and regulations.
Personalized reports are generated for each participant, giving them insight into where they need to focus their continued skills development and how they compare to their peers for each certification metric and category.