Sandler Certification - Program Overview

Why did Sandler require the Instructor Certifications?

Sandler Instructor Certification was implemented to ensure that franchisees and their associates are prepared to administer the Learner Certifications with consistency and quality to maintain the value proposition of our Bronze and Silver Certifications for clients. Because critical components of the learner certification require completing activities in Sandler Online, all those who facilitate these programs must experience and understand the learner experience.

Sandler Certifications for Sales Professionals (Bronze and Silver) were created to elevate the learning experience to strive towards our vision of elevating the sales profession. Clients benefit by participating in certification because:

1. Management provides commitment for the support of learning and organizational implementation
2. Participants are accountable for learning
3. Professional recognition is afforded for developmental growth and achievement

Why are we changing from Instructor Certification to Train-the-Trainer?

Sandler is changing the way we qualify our Facilitators. We heard from our Franchisees that they wanted more structured support as owners and associates when learning our programs and heard from our customers that they wanted to see more consistency in their initial experiences with anyone representing Sandler. Our new train-the-trainer processes will have some variation by product (if it’s completely new vs. refreshed) but they all generally follow the Sandler approach of knowing it to owning it and will have some varying requirements that map to the process below. All of this will be supported and tracked through the new LMS launching on

What do the Bronze and Silver Certifications look like for Clients?

The Sandler Bronze and Silver Certification Program(s) includes measurable elements designed to track a participant’s knowledge of Sandler principles, skills, and behaviors.  Sandler Certification (as a process) moves sales professionals through a series of training modules which become progressively more challenging and require increasingly higher sales acumen from the participant.

BRONZE, the knowledge level, requires successful completion of classroom training, Sandler Online courses, and examinations.

SILVER, the application level, requires classroom competency development, continued study through Sandler Online courses, and successful completion of exercises and role-play demonstrations administered and evaluated by a Certified Sandler Instructor (Facilitator).

Bronze	Silver
Knowledge Level	Application Level
Purpose: To give participants the foundational knowledge of the Sandler Selling System methodology needed to begin applying its principles in their selling environment.	Purpose: To provide participants with the opportunity to demonstrate how they apply the Sandler Selling System strategies and techniques in their selling environment.
Foundations ILT Sandler Bronze Certification Course Final Exam	Sales Mastery ILT Role-plays Demonstrations Final Exam
3-6 months to complete	12 months to complete

Last modified: Friday, February 12, 2021, 12:54 PM