ISP upgrades education offerings

5th September 2023 |   Journal Of Sales Transformation

Patrick Joiner: Targeted suite of qualifications. International
Patrick Joiner: Targeted suite of qualifications. International

The Institute of Sales Professionals is promising a fresh approach to learning and development for salespeople with a comprehensive upgrade of its sales qualifications. The ISP has announced a revamp of its Level 4 qualification for established salespeople and says further changes to other qualifications will be made over coming months. The changes promise more flexibility and focus for salespeople engaging in professional development.

ISP managing director Patrick Joiner told the Journal: “We are confident of delivering a targeted suite of qualifications that will benefit salespeople, employers and their customers. Our driving force is to improve skills, knowledge and ethical behaviour across the sales profession, helping salespeople improve the way they work and build strong, trusting business relationships.”

The ISP now offers more than 30 different Level 4 modules for salespeople, up from eight units and two qualifications at this level, which is one level higher than an A level and equivalent to a certificate of higher education.

Pick and mix

According to the ISP, the Level 4 changes will give frontline B2B sellers the option to pick and mix from a wide range of training units without the need to commit to lengthy training programmes in areas that are not relevant for their job. Topics include developing commercial and financial acumen, building and maintaining sales relationships, pipeline management and forecasting, and negotiating and closing sales.

The ISP says the new Level 4 qualification gives employers an opportunity to focus on specific skills that benefit their business, and offers career progression for their salespeople, who will receive an externally verified and independently recognised qualification.

The new qualification also sets up a career path to leadership and management, through to a master’s degree at Level 7. Over the coming months the ISP is due to review its Level 2 and 3 qualifications before updating Levels 5 and 6 (the latter equivalent to a degree) in January 2024.

ISP head of education, Dan Hodgetts added: “We know that acquiring recognised sales qualifications is increasingly important for professional salespeople and their employers. Investing in professional development is good for staff and business success so it is important for us to make sure we offer qualifications that are relevant for salespeople and their organisations.”