Frequently Asked Questions

Certification Questions...

Q.  Why should a company invest in a sales certification program?

• It sets a measurable benchmark for the whole sales department through educational goal setting.
• It creates a hiring standard for all new staff.
• It helps to decreases employee turnover.
• It will help to differentiate your company from the competition, thus gaining credibility from your customers and your vendors.
• It provides training that can be easily measured and assessed.
• It helps to refresh and refocus the working habits of your experienced sales people.

“First Steps to Success” is a self-study program, which means that the responsibility is on the sales person to diligently complete the program. However, you can be very instrumental in helping that to happen. Here's where you can have an impact:

• How you introduce and position the program is very important. We have suggestions for you in the Manager's Guide that you'll receive with the program.
• Monitoring each individual's progress along the way. Again, we have suggestions and forms for you to use in the manager's guide. We suggest that you check on progress every two weeks.
• You'll be expected to proctor the exams at every stage of the program.
• You may also want to offer some additional recognition or incentive for completion of the program.

Q.  Should I make the program mandatory, or just offer it to those who want to be involved?

This is your decision, based on your understanding of your sales force, your company culture, and your company's strategic goals. There are good arguments to be made for either course of action.

By requiring it's completion, you assure yourself of a knowledgeable sales force and send a clear signal about your company's expectations for the sales professionals who work for you.

On the other hand, you may have some sales people resist and resent it. Offering it only to those who want to take it helps you determine those sales people who are really interested in developing themselves, and helps assure more diligent study.

Q.  Should my experienced sales people begin with Level I, or should they begin with Level II?

Again, this one is your decision.

However, experienced sales people are the most likely to have developed bad habits and be set in their ways. If you position it correctly, Level I can be a powerful learning experience for even the most experienced sales people and a great reminder of the fundamental skills they need for continued success.

Q.  How much time does it take to complete the program?

Obviously, it depends on how much each person works at the program each week. If we assume that they use their normal drive time to listen to the tapes, and then if they spend 1 - 2 hours per week on the exercises and notes, we'd expect them to complete one lesson about every two weeks.

That can be anywhere from two weeks to six months for the “First Steps” program.  The second level depends how you choose to handle the training:  In a live two day seminar, in the multi-media, self-study program, or via the DVD version.

Q.  How can, I as a manager, help them as they go through the program?

You have several options.

• Have regular coaching sessions with each participant to help motivate them to work through the materials.
• In sales meetings have participants talk about specific areas of the program with which they have had success.
• There is a leader’s guide that accompanies Level-I that will give you other specific techniques you can use to help program participants.

Q.  How can I make sure the sales people go through the material and certification?

The unique aspect of certification is its three-step accountability:

• Sales Manager Involvement - Sales managers are given updates as to the progress of their staff and are called upon to hold staff accountable to going through the material. Our diligent staff will communicate with the managers on all issues concerning progress and delays of your sales team.
• Progress Reports - All participants are given a progress report that they can use to keep themselves on track to complete the material. Managers are encouraged to stay on top of their staff's progress reports for timely completion of each level of the certification.
• Exams - We realize that the best way to evaluate retention of information is through exams that go over the material covered. Following each level, the participant is given an exam that must be passed before continuing on in the program

Each component plays a crucial role in the progress of the sales staff's ability to act as a check and balance to the work activity.

Q.  How many exams does the participant have to take?

There are two exams.  One follows the “First Steps” program, and one following completion of the Kahle Way ® Selling System course.

Q.  Where do the participants take the test(s)?

Participants do not have to go to an outside location for these exams. The exams are taken on-line.  They can be taken whereever there is a computer and internet access.

Q.  What types of questions are asked on the exams?

All exams are multiple-choice or true or false.

Q.  How do the on-line exams work?

When you have completed the study material, you notify us. We then send you a password which gives you access to the exam. You can go on line and take the exam at your leisure. The password expires after 30 days.

Q.  What score do I need to pass an exam?

Each participant has to achieve a minimum of 70% or above to pass the exam.

If you have additional questions that were not addressed, you can reach us by phone at 616-451-9377.

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