How Consultative Sales Certification Works
1 Skills and Knowledge Assessment
This online assessment is used to benchmark your skills and knowledge before and after the
program. Your personal coach will help you set specific goals for the program based
on your individual results.
2 Orientation and Kick Off
During your orientation meeting, you will meet your coach, receive your learning plan
and instructions for accessing your online portal. You will also be introduced to the
Consultative Sales Model that is foundational to this curriculum.
3 Individual e-Learning
We understand that sitting in a classroom is not always the best or most convenient
method of learning. Approximately once a month, you will work on e-learning to
further develop skills in conjunction with the group or individual training calendar. You
will concentrate on one core sales competency at a time and will practice and apply
skills in an engaging and interactive format.
4 Individual Application & Coaching
Training is only as effective as it is applied. After completing the monthly e-Learning,
you will plan and apply the skills during customer interactions. Then, through your
online portal, you will report on your experiences and receive feedback from your
coach. This feedback provides valuable insights for moving forward in your sales
initiatives based on your specific situations.
5 Coaching and Support
Coaching and support is infused throughout this curriculum. You will have access to
your personal coach through your individual dashboard, where you will also access
your modules and exercises.
Teams that enroll will also attend online group coaching sessions
where you will share best practices and review key concepts. We also offer coaching
guides for sales managers to support concepts individually as well as agendas for
sales meetings to reinforce skills. Teams are concisdered groups of 5 or more
6 Communication & Collaboration
You will receive a personal dashboard for the purposes of communicating with
coaches and peers, to share best practices, to deploy e-Learning and for group