ISMM

Professional membership body representing the sales profession

March 24th 2015

Professionalising salesThe Objective

Raise the profile of sales as a credible and desirable career choice

Gain recognition for professionally qualified sales people in line with other recognised professions such as accountants, marketers and lawyers

How

Identifying the skills needed by sales professionals at every stage of their careers

Using credible qualifications that will deliver the desired skills

Why

• Changing landscape in sales

• Sales pitch is no longer adequate

Why Qualifications?

Difference between qualification and a course

Understanding the theory behind the skill

Academic rigor to give sales skills credibility in line with other disciplines

Steps to create credible qualifications for sales people with the right skills sets

Sales people, sales trainers , organisations

National occupational standards

Framework

Levels 1 to 6 Bite sized units building to larger qualifications Flexible Assessment methods Generic

Organisations with qualified sales people

Quotes

James Morfitt

“ I found I was able to apply the coursework I was doing, immediately the very next day you could implement it” “ It enabled me to feel more professional , to be more professional with my customers and to have sales as a profession”

Quotes

Sue Martin – Winner of the AXA overall account manager of the year

“ It was the only course I’ve been involved with that synchronized completely with my day job so my buy in was 110%”“ My results were measured in Growth, Retention, Conversion and Profitability and they were the best I could have ever wished for”

Quotes

Neil McDougall

“ I had no formal qualifications, I had lots of experience, what the course did for me was to fill the gaps as it formalized and theorized all the things I thought I was doing right”“ It has recently helped me considerably. I was unemployed, the qualification helped me to get the interview and some elements of the course helped me get the job”

Testimonial - SIG

“Achieving ISMM accreditation represents an important milestone in the company’s push to encourage the long-term development of the firm’s 1,500-strong UK sales force and reinforce the company’s commitment to customer service.”

At the ISMM we have made a concerted effort over the past 36 months to make SIG plc a true centre of excellence for salespeople in this industry, and this accreditation is further proof that sales executives have an opportunity to forge a long-term career here, with real avenues for personal development.”

Resistance

I want them out on the road

There is a recession we need sales

If they leave it will be a waste of time

Sales people viewpoints

Questioning and listening skills helped me slow down and not talk over the customer

It helped me in every aspect of my sales role from how I approach my customers to planning and organising my daily tasks

Results

Completed the qualification: Y1- 17.95% Y2- 18.23%

Not started on the programme: Y1- 2.81% Y2- 3.09%

Thank You

Thank you and happy to answer any questions