Learning is measured at each step, and participants advance only when they have (1) proven a thorough understanding of each competency and (2) documented appropriate behaviors.
The following review of each level will provide guidance for typical timeframe to achieve certification, what Sandler program it aligns with, recommended ways participants demonstrate a thorough understanding, what behaviors need to be documented, and how skills are validated and by whom.
Sandler Bronze Certification
BRONZE, the knowledge level, requires successful completion of classroom training, Sandler Online courses, and examinations.
The Bronze level is where the participant develops an awareness of how to conduct a sales call and the basic knowledge of the Sandler Selling Methodology.
Time to Achieve: 3-6 months
Sandler Programs: Attendance of instructor-led training (ILT) Foundations. Completion of 10 Sandler Bronze Certification lessons
Documentation of Behaviors: Completion of Lessons Learned. Entry of date of ILT in Sandler Bronze Certification course
Knowledge: 80% or better passing of Knowledge Testing for each lesson. Completion of Lessons Learned forms.
Observation of Skills: Participation during ILT program.
Participants: Instructor and participant. Manager should be aware of progress or any issues. Instructor will need to review the Lessons Learned submittals.
Sandler Silver Certification
SILVER, the application level, requires classroom competency development, continued study through Sandler Online courses, and successful completion of exercises and role-play demonstrations.
The Silver level is where the participant begins to apply the Sandler Selling Methodology into their sales calls. Sandler techniques are demonstrated and developed in the classroom setting and on sales calls. By completing tools and reviewing them during coaching sessions with the instructor and their manager, the participant is encouraged and guided along their learning path.
Time to Achieve: 1 year
Sandler Programs: Attendance of instructor-led training (ILT) Sales Mastery. Completion of 16 Sandler Silver Certification lessons
Documentation of Behaviors: Completion of Lessons Learned. Entry of date of ILT in Sandler Silver Certification course
Knowledge: 80% or better passing of quizzes for each lesson. Completion of Lessons Learned forms.
Observation of Skills: Participation during ILT program that include role-plays and each lesson's exercise.
Participants: Instructor and participant. Manager should incorporate role-plays during their coaching sessions. Discuss any concerns regarding classroom participation, program progress, or areas where skills need to be improved or developed that the manager should be working on with the participant. Instructor will need to review the exercises and Lessons Learned submittals.
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