Sample certificate - not a real holder. This page shows what an employer sees when they check a real one.
Robert "Bob" Alvarez · Rockbeach Sales Certification
Certificate no. RB-DEMO-001-Y8OA · Verify at rockbeachtraining.com/verify/RB-DEMO-001-Y8OA
Rockbeach Sales Training
Certificate Verification
Sample certificate - not a real holder
- Awarded to
- Robert "Bob" Alvarez
- Program
- Rockbeach Sales Certification
- Issued
- September 9, 2026
- Certificate no.
RB-DEMO-001-Y8OA
Issued by Rockbeach, LLC · rockbeachtraining.com · Patent pending
Rockbeach certification is earned by scoring 80 or better, as one overall score, on a graded sitting taken online: 35 multiple-choice questions, five written answers, two typed calls and a final call, spoken or typed. It is not supervised, and it cannot be purchased.
What was measured
The certificate is awarded on the certification sitting alone: 80 or better, as one overall score, across 35 multiple-choice questions, five written answers, two typed calls and a final call, spoken or typed, taken online. It is not supervised, and it cannot be purchased. Practice calls and the First Week are graded for feedback and do not count toward it.
Competencies
Product and pricing knowledge
- What is measured
- What the school sells: its season, its seats, its venues and its prices.
- How it is measured
- The product-knowledge part of the baseline and of the certification exam. Seat locations and prices are treated as things to find, not to memorize: during a practice call the price sheet is on the call screen, and the school’s manual is reference material.
- Learning outcome
- The rep can answer a caller’s question about a seat, a price or the season correctly, finding the answer where it lives.
The CRM and ticketing tools
- What is measured
- Finding an account in the CRM and putting a sale through the ticketing system.
- How it is measured
- Certification exam questions about real accounts, answered by looking the account up in the CRM, which is open during the exam. Practiced in the timed circuit (find the donor in the CRM, sell it in ticketing, log what was charged) and in the First Week’s seat search.
- Learning outcome
- The rep can find an account’s details in the CRM and put the right seats through the ticketing system.
Voicemails and call openings
- What is measured
- Leaving a voicemail that earns a call back, and opening a call with an open question.
- How it is measured
- Taught in the modules and covered by the certification exam. In the First Week, voicemails are graded on one question: would this specific person call back?
- Learning outcome
- The rep can leave a voicemail of about thirty seconds that gives one specific reason for this person to call back.
Discovery
- What is measured
- Finding out who is on the line and what they actually want, before solving anything.
- How it is measured
- Practice calls are graded first on whether the rep found out who they were talking to and heard the specific thing the caller said. Also covered by the certification exam.
- Learning outcome
- The rep can establish whose account it is and what the caller wants, and use the caller’s own words back to them.
Presenting value
- What is measured
- Turning a feature of a seat or plan into a benefit for this buyer: feature, bridge, benefit.
- How it is measured
- Taught and practiced in the modules and covered by the certification exam.
- Learning outcome
- The rep can connect a feature of a seat or plan to a benefit that matters to the person on the line.
Asking for the sale
- What is measured
- Making the ask, and leaving the call with a next step.
- How it is measured
- Practice calls are graded on whether the rep closed with a next step with a time on it and, where the call earned it, an ask. A sale, a follow-up with a reason and a time, or an in-person meeting all count as a win. Also covered by the certification exam.
- Learning outcome
- The rep can ask for the sale and, when the answer is not yet, leave with a follow-up that has a reason and a time.
Handling objections
- What is measured
- Responding to an objection or complaint without arguing, over-promising or agreeing that something is bad.
- How it is measured
- Written answers and calls are graded under house rules that mark down arguing, promises the rep cannot keep, and agreeing that the team, the department or a colleague is bad. Also covered by the certification exam.
- Learning outcome
- The rep can acknowledge a complaint ("I understand", "I hear you"), own the part that is theirs, and give the caller something concrete that will happen.
Referrals
- What is measured
- Asking a buyer who else they know.
- How it is measured
- Taught in the modules and covered by the certification exam.
- Learning outcome
- The rep can ask a buyer for a referral.
Upgrading and adding on
- What is measured
- Offering more than was asked for, and selling the bigger package when a buyer asks for it.
- How it is measured
- Taught in the modules and covered by the certification exam. Written answers and calls are graded under the Rockbeach Training rule "They ask, we sell": selling the package a buyer asked for, and covering resale and giving tickets away up front, scores high; talking a buyer down to something smaller scores low.
- Learning outcome
- The rep can sell the package a buyer asks for, and address resale and unused tickets up front.
Pass mark and course load
- Seventeen modules: the first is a short graded call right after the baseline, then sixteen to read. The first four of those are written from the school's own season, seats and prices; the rest are the selling method.
- A baseline assessment of 25 questions, taken closed book before any training.
- The certification: one sitting in four parts, in order. 35 multiple-choice questions in two announced parts, the sales craft and then the school, with the CRM open; five written answers, each to a different customer in a different situation; two typed calls with simulated customers; and a final call to an account about stadium deposits, spoken or typed.
- One overall score: multiple choice 30%, written answers 25%, typed calls 20%, the final call 20%, and consistency across the sitting 5%. 80 or better to pass. It is graded as a first-time seller's work. Each written answer and call is graded three separate times and the middle score counts, and the same words always receive the same grade. Any student may request a review of any written answer or call; it is graded again and the higher score stands. Two hours between sittings; each sitting is a fresh paper with new customers.
- Practice calls with simulated callers, spoken or typed, each graded with written feedback.
- The First Week: five working days of practice with 17 calls, voicemails, six CRM notes, a seat search in the ticketing system, the baseline again on the last day, and a review of the whole week.
Issued by Rockbeach, LLC. Verify at rockbeachtraining.com/verify/RB-DEMO-001-Y8OA. How the course is graded is described at rockbeachtraining.com/educators.