Next-Level Sales Training: Why You Should Create Sales Enablement Certifications for Reps

Regardless of how your organization defines the process of sales enablement training, I think we can agree that the better we are at enabling a sales team, the more revenue our reps are going to bring it. And, that is one goal we have in common.  

But when it comes to enabling sales reps to do great work, it’s time to think out of the box. The everyday, run-of-the mill sales training program that worked just a few years ago is now stale and outdated. Sales reps—who from the office and at home—need training that’s personalized and engaging. And sales leaders need a training program that’s scalable and efficient. So how can this actually happen? We’ve seen world-class sales teams take their sales training programs to the next level with sales enablement certifications and training paths. 

First Things First: What is a Sales Enablement Certification?

Sales enablement certifications are carefully crafted courses, specific to your business, that teach marketing and sales managers how to develop a marketing-driven sales enablement strategy. It will jumpstart your ability to implement marketing processes that will provide your sales team with a steady flow of qualified leads. The best sales enablement certification course is designed with marketing managers in mind; but other marketers, as well as sales leaders, can benefit from learning the principles involved in this approach to sales enablement, too. Heck, everyone’s invited to this party! 

How To Establish the Best Sales Enablement Certifications

Gone are the days where sales reps could rely solely on their outgoing personalities to win deals. Competition is steep, buyers are empowered, and the world has turned virtual. Today, sales enablement training can make all the difference when it comes to an organization growing revenue or staying stagnant. But at the end of the day, people are and always will be the heart of sales enablement. So as a sales enablement leader, how do you ensure that the sales team has the business-essential skill and competencies to achieve their goals?

👉 A simple approach we advise clients to consider when establishing their own path is to determine the key skills and takeaways they want their reps to have at the end. “You’ll know how to do A, B, and C.” Each item that reps should know or “master” should be the sole focus of each individual lesson. Once a rep completes and shows comprehension of the first skill or piece of information, they move on to the next lesson. This process is repeated through a number of online courses until they complete the training path. 

👉 Before you implement your sales enablement program, it’s important to create a sales enablement plan that’s tailored to your company’s unique needs, structure, and existing processes. A plan that plays to your strengths and shores up your weaknesses.

👉 It’s important to get buy-in from the beginning, so discuss your sales enablement plan with your entire sales enablement team. Without it, your exciting new sales enablement program will fall flat. Talking to your reps about sales enablement will reveal exactly where they are struggling, where the bottlenecks in the pipeline are located, and what you need to do and provide to help them succeed where they’re failing.

👉 Now it’s time to organize your content. Gather your team’s various templates, proposal files, sales decks, and contract examples that reps will want to reference as they’re learning. These documents also create consistent messaging and branding that enhance your brand identity and authority.

👉 Finally, put that sales enablement process on a path that gives reps an official certification at the end. 

Why You Should Create Sales Enablement Certifications for Reps

Sales enablement certifications are organized. They also provide a step-by-step process that your reps can easily follow. It’s the outcome of all the hard work you just did as a sales enablement pro to establish a sales enablement certification path. And, it’s better than just a sales enablement plan because  they’re formally recognized for completing a very important path of learning once they finish training. A certification sounds more official, right? It gives reps some bragging rights. And it gives sales leaders an easy way of identifying which sales reps have completed and correctly understand important training. 

Who Doesn’t Love Recognition for a Job Well Done?

No matter where you’re at in the journey—whether you’re partnering with a sales enablement team or owning it yourself—Lessonly has sales enablement materials including, case studies, templates, and activities you need to build and scale killer sales enablement programs. Learn more by clicking any of the links below. Or, start unlocking the potential of your sales team and try out our sales enablement software.

Let’s Get Ready to Rumble: Why Sales Readiness Needs to Include Selling Skills Training
Some It’s-Almost-2022 Reflections on Improving Sales Enablement

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