Sandler Certification is not a self-study or self-administered program. The instructor, participant, and the participant’s manager all play a role in the participant achieving certification. Therefore, setting proper up-front expectations for both the participant and their manager will ensure that the program is implemented successfully.
Certified Instructors
Instructors must be aware of the requirements for each level. This is why instructor certification is required to be able to deliver the Sandler content to those who are enrolled in certification programs. It prepares the instructor for items that will need to be covered in the training sessions, reviewed for completion, understanding, and implementation.
Instructors will be required to:
- Facilitate the Instructor-Led Programs (Foundations, Sales Mastery)
- Review Lessons Learned essays within Sandler Online
- Incorporate role plays into the training programs
- Incorporate the certification exercises into the training sessions
- Review case study submittals
- Train participant and manager on debrief checklist and field observation checklist
Participants
Participants should be made aware of the expectations and requirements for each level. In addition to applying the Sandler Selling Methodology on sales calls, they will be required to demonstrate their knowledge as they go through the levels.
Participants will be required to:
- Attend instructor-led training (ILT)
- Foundations for Bronze Certification
- Sales Mastery for Silver Certification
- Complete the self-study lessons in Sandler Online
- Complete exercise assignments in Sandler Online
- Pass exams at a minimum of 80%
- Complete Lesson Learned essay form in Sandler Online
- Participate in role plays during training programs to demonstrate knowledge, application, and skill of the Sandler Selling Methodology
Managers
Managers should be involved with learning and implementing the Sandler Selling Methodology from the beginning of the relationship with Sandler. As their employee progresses through the certification levels, the manager will become more involved in assisting their employee in owning the Sandler process.
Managers will be required to:
- Reinforce the Sandler Selling Methodology when coaching, during role-playing scenarios, and when on sales calls.
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