Do Sales Credentials And Certifications Matter?

Sales credentials (also referred to by B2B sales teams as “certifications”) are often poorly understood and applied inconsistently in B2B sales organizations. Credentials should be viewed as a crucial component of any complete sales learning and development program. There is a spectrum of available credentials ranging from badges to more formal certifications and licenses. Enablement teams should provide credentials depending on the level of formality and risk involved in a learning initiative. In this report, we demonstrate how sales enablement leaders can effectively integrate credentials into sales learning programs and determine the appropriate credential for each program.