Each certification level tests the respective role for: Knowledge of core planning, sales execution and sales management methodologies
Ability to apply their knowledge toward planning, sales execution and sales management scenarios and case work
Ability to demonstrate real-world usage of these key methodologies
The Solution Selling Certification Program provides an environment in which to test and demonstrate one's level of knowledge, ability to apply, and routine use of core Solution Selling® methodologies:
General
As part of Certification, participants are required to score a 90% or higher on knowledge tests and Case Study tests. Because a participant can only take each test a maximum of 2 times to reach 90%, it is highly recommended that each participant approach the test with a strong foundation in and understanding of the methodology being tested. Participants can gain knowledge by attending an instructor-led workshop or completing an eLearning course.
Scoring within each test is automatically tracked within the online system. Upon successful completion, users may print a certificate of completion for each test.
Participants may purchase individual courses or tests, a bundle of courses or tests, or a full curriculum of all online courses, tests, and case studies needed to achieve the selected Certification level. Individual courses and tests allow the user the most flexibility to pick and choose subjects and mix delivery modes between online eLearning, virtual, or instructor-led workshops. A Certification bundle includes that Certification level and any pre-requisite certifications, it represents the best prices to achieve that level of mastery.
Courses
Courses include the online training plus the associated knowledge tests for each Path. Participants may complete the same course in a virtual or instructor-led workshop environment. In that case, the participant should choose to take the tests, or Certification courses as individual components. With Certification bundles participants can balance their upfront costs and commitments with bundled discounts. A Certification bundle includes that Certification level and any pre-requisite certifications it represents the best price to achieve that level of mastery.
Tests
To certify at each level requires a student to pass the defined knowledge tests for each compulsory course listed. At the Certified level, this is one course and knowledge test. At the Professional level, additional case studies must be successfully completed in addition to the knowledge tests. These case studies may require downloads of reading materials and use of tools to determine answers. At the Master level, students must document applied use and understanding of key Solution Selling tools and concepts in a live, working environment and successfully defend them with the assigned professor.
Knowledge Tests
Passing the online tests are part of the seller and manager requirements to demonstrate knowledge and attain "Certified" and "Professional" level status. Each knowledge test contains 15-25 questions that are all answered and scored online.
Case Study Tests
Passing case study tests are part of the seller and manager requirements to attain "professional" level Certification. The case study test requires the student to download a Case Study workbook and any required tools within each online Case Study test course. Students will read passages, conduct analysis, assess scenarios and calculate results in order to answer a series of questions within the workbook (Sellers: approximately 16 questions, Managers: approximately 10 questions). Once complete, the participants will find the same questions online where their answers can be reentered for tracking and scoring purposes.
Master-Level Requirements
Completing requirements of Master level certification requires Sellers and Managers to demonstrate that they are applying the methodologies, concepts and tools of Solution Selling in their everyday role. Within each Master Certification assessment course, participants can find detailed descriptions regarding each deliverable (requirement), an example of each deliverable and a resources section that contains templates that may be completed to help satisfy requirements.
During Master Certification, participants are introduced to a Certification resource that will be assigned to them in order to answer questions. This individual assesses all deliverables and provides a final assessment report on the deliverables that may or may not include revisions to be made on the participant's part.
