Sales LMS Requirements Checklist (RFP)
A practical perspective for connecting this idea to your revenue team’s next move.
A sales LMS requirements checklist lists what the platform must do across content, learning paths, practice, certification, reporting, integrations, external learners, security, pricing and rollout. Score each vendor against the same list, weight the requirements that matter most to your team, and ask for a demo of the must-haves on your own content.
Last updated: 9 November 2026
The checklist
| Area | Requirements to check |
|---|---|
| Content | Courses from video, PDF, slides and SCORM; quizzes with question banks; live sessions; AI-assisted course drafting |
| Paths and onboarding | Learning paths by role, due dates, automatic enrolment for new hires, 30-60-90 day plans |
| Practice | Recorded or AI role-play with scoring; scenarios built from your objections and deals |
| Certification | Pass marks, manager approval, expiry dates, renewals, reminders, verifiable certificates |
| Reporting | Readiness by team, role and skill; completion; scores over time; exports |
| Content in the flow of work | Sellers find decks, battlecards and playbooks without leaving the platform |
| Integrations | CRM, SSO, HRIS, calendar, video conferencing; how users are provisioned |
| External learners | Partners and distributors with separate access and reporting |
| Administration | Roles and permissions, multiple languages, branding, audit trail |
| Security and privacy | Data location, retention, AI data use, the security documentation you need |
| Pricing | Per user, per active user, flat plan or per module; implementation, content and integration fees |
| Rollout | Time to first team live, migration of existing courses, support model |
How to weight it
Mark each requirement as must-have, important or nice-to-have before you see a demo, or every vendor will look like a fit. For most sales teams, practice, certification and readiness reporting are the must-haves that separate a sales LMS from a general one; content in the flow of work matters when reps should not switch tools during a deal.
Questions to ask every vendor
- Show us a rep going from a course to a scored role-play to a certificate, using our content.
- How do you count users, and what happens when headcount changes mid-contract?
- Which features in the demo cost extra?
- How long until our first team is live, and who does the work?
- How do we export courses, scores and certificates if we leave?
For prices across 12 platforms, see our sales LMS pricing guide; for features, our best LMS for sales training guide. For a wider enablement RFP, see the sales enablement RFP template. Revspire AI Sales Training & Coaching covers courses including SCORM, AI role-play, certification with expiry and verification, and the content reps sell with; it is priced by module with unlimited user licenses; about $25,000 USD a year on average, with the first team typically live in about 2 weeks and full rollout in about 6 weeks.
Frequently asked questions
What should be in a sales LMS RFP?
Requirements for content and SCORM, learning paths, scored practice, certification with expiry, readiness reporting, integrations, external learners, security, pricing model and rollout, each weighted by importance.
What features does a sales LMS need?
Beyond courses and quizzes: scored role-play, certification with pass marks and expiry, readiness reporting by skill, and access to selling content without switching tools.
How do you compare LMS vendors?
Score each against the same weighted checklist, then ask each to demo your must-haves on your own content and to quote the same user count and add-ons.
Related: best LMS for sales training, sales LMS pricing and SCORM and xAPI for sales training.