Sales Certification Program Builder

CERTIFICATION DESIGN

Certification Program Framework

CERTIFICATION PROGRAM DESIGN

PROGRAM NAME: _______________
AUDIENCE: _______________
OBJECTIVE: _______________

CERTIFICATION TIERS:
☐ Single tier (pass/fail)
☐ Multi-tier (basic/advanced/expert)

COMPONENTS:
☐ Knowledge assessment (written)
☐ Skill demonstration (role-play)
☐ Practical application (live/recorded)
☐ Manager evaluation

PREREQUISITES:
☐ Training completion required
☐ Tenure requirement
☐ Previous certification required

ADMINISTRATION:
Certification owner: _______________
Proctor/evaluator: _______________
Pass/fail authority: _______________

VALIDITY:
Duration: ____ months
Recertification: Required/Optional
Grace period: ____ days

Certification Types

Type	Focus	Assessment	Frequency
New hire	Onboarding readiness	Multi-part	Once
Product	Product knowledge	Written + demo	Per release
Methodology	Sales skills	Role-play	Annual
Advanced	Mastery level	Comprehensive	Ongoing

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ASSESSMENT DESIGN

Assessment Creation Guide

ASSESSMENT DESIGN

KNOWLEDGE ASSESSMENT:
Question types:
☐ Multiple choice
☐ True/false
☐ Scenario-based
☐ Fill-in-blank

Question distribution:
Product: ____% (__ questions)
Process: ____% (__ questions)
Methodology: ____% (__ questions)
Competitive: ____% (__ questions)

Passing score: ____%
Time limit: ____ minutes
Attempts allowed: ____

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SKILL DEMONSTRATION:
Format:
☐ Live role-play
☐ Recorded submission
☐ Manager observation

Scenarios:
1. Discovery call
2. Demo delivery
3. Objection handling
4. Closing

Evaluation criteria:
☐ Rubric-based scoring
☐ Competency checklist
☐ Manager judgment

Passing criteria: ___/5 on each

Certification Rubric Template

Competency	1-Developing	2-Proficient	3-Expert	Score
Discovery	Asks basic questions	Uncovers pain/impact	Strategic questioning
Demo	Feature-focused	Solution-focused	Value-focused
Objections	Avoids/stumbles	Handles adequately	Turns to advantage
Closing	Weak/no ask	Clear next steps	Confident commitment

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PROGRAM ADMINISTRATION

Certification Management

ADMINISTRATION PROCESS

SCHEDULING:
☐ Calendar certification windows
☐ Allow self-scheduling
☐ Manager approval required
☐ Reminder cadence: ____

DELIVERY:
☐ Online (self-service)
☐ In-person (scheduled)
☐ Hybrid

RESULTS:
Pass: _______________
Fail: _______________
Remediation: _______________

TRACKING:
☐ LMS certification tracking
☐ HR/HRIS integration
☐ Manager visibility
☐ Dashboard reporting

COMMUNICATION:
Pre-cert: Expectations email
Pass: Congratulations + badge
Fail: Remediation plan
Expiring: 30-day reminder

Recertification Process

RECERTIFICATION FRAMEWORK

TRIGGER:
☐ Time-based (every ____ months)
☐ Event-based (product launch)
☐ Performance-based (dip below ___%)

PROCESS:
☐ Full recertification
☐ Delta certification (changes only)
☐ Manager attestation

GRACE PERIOD:
Days to recertify: ____
Consequences of lapse: _______________

TRACKING:
Expiration dashboard
Automated reminders: 60, 30, 14, 7 days
Escalation to manager: 7 days

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Quick Reference: Which Resource for Which Challenge

Challenge	Recommended Resources
"Building enablement function"	#245
"New hire ramp too slow"	#246, #247, #248
"Need better sales content"	#250, #251, #257, #264
"Competitive win rate low"	#251, #252, #253
"Skills gaps on team"	#268, #269, #270
"Can't prove enablement value"	#266, #267

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Every resource built to the Human Standard. Every resource designed to make every rep your best rep.