We create a customized certification program for your company, with an accompanying internal marketing program (including program name, logo, launch package, etc.), and a structure that gives your sales force the incentives and resources they need to get to a defined level of computer competency and usage. Their accomplishment is then certified.

Your organization has rolled out sales technology that should increase efficiencies and productivity. Are you getting the usage levels and results you expected? If not, it's probably because the most critical step was ignored. Using technology to increase sales process efficiencies is a valid first step, but the next - and probably most critical step - is what you do once the technology is deployed.

Here are the inherent challenges of sales technology deployment:

  • Low Computer Literacy in Field

  • Lack of Motivation to Surmount the Learning Curve

  • Failure By Field Force to Understand the Importance of Leveraging Technology to Stay Competitive

  • Providing Adequate Training With Limited Resources

  • Sales Reps “Have No Time” to learn the Computer

The initial training is important, but the on-going training, reinforcement, and support is critical. Executing the appropriate on-going training and support for deployed sales technology is just as important as choosing the right technology in the first place. You can choose the right technology, but have it fail because it was not implemented properly. Conversely, you can err in choosing the technology, but have it succeed because of a dynamic implementation strategy.

An organization that simply deploys technology and then expects results will not get them. Once the technology is deployed, a strategic initiative must be launched with competent usage and increased sales process efficiencies being the objectives.  The users must get certified once it is determined that they have hit the defined competency level. The percentage of certification in your sales force becomes a measure of success.

The effects of a certification program are:

  • Heightened awareness of need to leverage technology to remain competitive
  • Successfully introduce reps to valuable applications and functionality not previously used
  • Gives organization a benchmark for measurement (% of certification in field force)
  • Central focus for training and management resources to rally around
  • Overall increase in computer competency resulting in increased efficiencies, productivity, and sales