Design a use-case certification that tests live selling transfer instead of general product knowledge.
The organization has a certification artifact, but it does not predict live buyer readiness well. Story -> objection -> next step The common trap is certifying breadth of recall instead of depth of transfer. Reps can pass the test and still fail the first real conversation. 1 Choose one core use case that matters commercially. Certification is stronger when it focuses on the story the field must deliver repeatedly. 2 Define the exact pass criteria in live terms. Can the rep state the problem, connect proof, handle the top objection, and ask for the next step? 3 Score with coaching…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in