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ISMM Professional membership body representing the sales profession March 24th 2015
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Professionalising sales The 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
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How Identifying the skills needed by sales professionals at every stage of their careers Using credible qualifications that will deliver the desired skills
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Why Changing landscape in sales Sales pitch is no longer adequate
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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
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Steps to create credible qualifications for sales people with the right skills sets Sales people, sales trainers, organisations National occupational standards
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Framework Levels 1 to 6 Bite sized units building to larger qualifications Flexible Assessment methods Generic
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Organisations with qualified sales people
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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”
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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”
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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”
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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.”
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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
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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
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Results Completed the qualification: Y1- 17.95% Y2- 18.23% Not started on the programme: Y1- 2.81% Y2- 3.09%
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Thank You Thank you and happy to answer any questions
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