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Figure 5.3 Sample Discovery Call Certification

Constant Iteration on the Sales Process

With a well-defined sales methodology, a detailed course agenda, and a strong
set of performance exams and certifications in place, I was well on my way to a
scalable, predictable sales training formula.

The other advantage of having this structure in place was the establishment of a
baseline foundation from which to measure and iterate. The sales training
formula needs to be constantly evolving, reacting to changes in the business, just
like the sales hiring formula.

Here are a few examples of tools I used to foster iteration on the sales training
formula, as well as circumstances that justified iteration.

1. Six-Month Feedback Forms: Once a hire was on the job for six months, we
asked him to complete a review of the sales training program. I liked the
timing of this review because, by this stage, a salesperson had gained some
experience on the floor and could reflect on which aspects of training were