The Answer
Performance-based artifacts (recorded pitch, live role-play, mock demo) scored against a clear rubric, gated to opportunity access, and recurring. Less theory, more reps.
Overview
Certifications are how a sales org sets and enforces a quality bar.
Real certifications are performance-based. They test a behavior, not a memory.
Steps
- Decide what to certify. Less is more.
- Define the rubric. 6-10 criteria, each yes/no or 1-3 scale.
- Design the artifact. A recorded pitch, a live role-play, a recorded mock demo.
- Set the bar. What constitutes a pass and what happens on a fail.
- Pilot with a small group. Two managers, eight reps.
- Build a re-cert cycle. Annual or semi-annual recertification.
- Tie certification to opportunity gating.
Pro Tip
Have managers and peers both score certifications independently.
Watch Out
Don’t make certifications punitive. The goal is to raise the floor, not to fire people.
Want help implementing this in your org?
Talk to Nate →