Institute of Sales Management · RQF Level 5
ISM Level 5 Certificate In Sales and Account management (RQF)
You don’t just earn this. You learn to use it, one-to-one, on your own real work.
- LevelRQF Level 5
- Total credits26
- Guided learning145 hours
- Units in this qualification12
Awarded by Institute of Sales Management · on the Ofqual register
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See how this course maps onto your role
Ten quick questions, one per Future Fluency, asked against this qualification rather than a generic one.
About 5 minutes · No card · Nothing to commit to
What you’ll learn
What each unit actually teaches you to do
This Level 5 certificate is for individuals in sales and account management roles. It covers areas such as responsible selling, financial analysis of accounts, sales forecasting, and coaching techniques. Successful candidates will develop their understanding of legal requirements and financial tools within the sales function.
These are the units Institute of Sales Management registers against this qualification. It is a catalogue, not a syllabus. Which of them you take depends on the combination the qualification requires, and that is set by the awarding body rather than by us. Every unit here is regulated, and every one you earn is yours to keep.
Analysing the financial potential and performance of customer accountsReal unit · Institute of Sales Management
What you'll be able to do
- Use financial tools to assess new accounts, determining their potential value and profitability.
- Use financial tools to prioritise new accounts based on their potential value and strategic alignment.
- Use financial tools to measure the potential value of new accounts, considering factors such as revenue, cost, and risk.
- Follow the organisation's management accounting procedures, ensuring accurate and consistent financial reporting.
- Evaluate financial risks associated with customer accounts, including credit risk, market risk, and operational risk.
- Evaluate financial performance of customer accounts, identifying areas for improvement and optimisation.
Bid and tender management for account managersReal unit · Institute of Sales Management
What you'll be able to do
- Understand the fundamental principles of bid and tender management processes.
- Prepare thoroughly for the creation of a bid or tender document.
- Write a compelling and persuasive bid document.
- Tender a completed bid to the prospective customer in a professional manner.
- Understand the importance of following up on the tendering of the bid and the appropriate methods to use.
Coaching and mentoringReal unit · Institute of Sales Management
What you'll be able to do
- Understand the fundamental principles underpinning effective coaching and mentoring practices.
- Understand the key requirements for successful coaching and mentoring programmes.
- Plan a structured coaching or mentoring programme tailored to individual needs.
- Effectively deliver a coaching or mentoring programme, applying appropriate techniques.
- Evaluate own coaching or mentoring practice to identify areas for improvement and development.
Designing, planning and managing sales territoriesReal unit · Institute of Sales Management
What you'll be able to do
- Understand the key principles of sales territory design, planning, and effective management.
- Understand the various factors that can affect the successful management of a sales territory.
- Review existing territory plans and revise them to optimise performance.
- Effectively resource sales territories to maximise their potential.
Developing a product portfolioReal unit · Institute of Sales Management
What you'll be able to do
- Understand the key principles and processes involved in product portfolio development.
- Understand how to effectively contribute to the development of a product portfolio within an organisation.
- Analyse the current product portfolio to identify strengths, weaknesses, opportunities, and threats.
- Recommend improvements and adjustments to the product portfolio based on market analysis and business objectives.
Leading a teamReal unit · Institute of Sales Management
What you'll be able to do
- Understand the core principles of effective leadership in a team environment.
- Develop and maintain trust between oneself and team members.
- Effectively communicate and share one's vision with the team.
- Focus team members on completing tasks and achieving defined objectives.
- Create a culture of accountability amongst team members.
- Maintain alignment of one's own actions with the overall goals of the team and the wider organisation.
Managing responsible sellingReal unit · Institute of Sales Management
What you'll be able to do
- Know the legal requirements pertaining to the sales function, including relevant legislation and regulations.
- Know the regulatory requirements pertaining to the sales function, including industry standards and codes of conduct.
- Know the ethical requirements pertaining to the sales function, including principles of honesty, fairness, and integrity.
- Know the social requirements pertaining to the sales function, including considerations of diversity, inclusion, and community impact.
- Understand how to manage the sales function in a way that complies with relevant legislation, ensuring legal compliance.
- Deal with instances of non-compliance within the sales function, including reporting procedures and corrective actions.
Motivation and compensation for sales teamsReal unit · Institute of Sales Management
What you'll be able to do
- Understand the various theories and methods of motivation applicable to sales team individuals.
- Understand different compensation models and their impact on sales team performance.
- Review the effectiveness of current motivation and compensation strategies for own sales team.
- Recommend and implement improvements to motivation and compensation schemes to enhance sales performance.
Relationship management for account managersReal unit · Institute of Sales Management
What you'll be able to do
- Understand the methods for building strong and lasting relationships with key accounts.
- Understand how to effectively utilise networking opportunities in a sales context.
- Understand how to apply consultative selling techniques to meet customer needs.
- Know when and how to undertake stakeholder analysis to understand customer relationships.
- Understand how to monitor and control customer relationships to ensure continued satisfaction and business.
Sales forecasts and target settingReal unit · Institute of Sales Management
What you'll be able to do
- Understand the role of forecasting in relation to sales targets, including its importance in planning and resource allocation.
- Understand the forecasting methods used within own organisation, including the data sources, techniques, and assumptions involved.
- Forecast sales using appropriate techniques and data, considering market trends, customer behaviour, and internal factors.
- Set sales targets and objectives that are specific, measurable, achievable, relevant, and time-bound (SMART).
- Devise measurement activities to monitor sales performance against targets and objectives, tracking progress and identifying areas for improvement.
Understand the integrated functions of sales and marketingReal unit · Institute of Sales Management
What you'll be able to do
- Understand how a well-defined marketing strategy effectively supports and enhances the sales function.
- Understand the different types of marketing research methodologies and their applications.
- Understand how marketing research data can be effectively used to inform and improve sales strategies.
- Use market analyses and insights to inform sales approaches and target specific customer segments.
- Progress sales opportunities more effectively through alignment with relevant marketing strategies and campaigns.
Understanding and developing customer accountsReal unit · Institute of Sales Management
What you'll be able to do
- Understand the diverse buying practices of different types of customers.
- Understand common customer support issues and their impact on customer relationships.
- Understand own organisation's unique business value proposition and competitive advantages.
- Prepare thoroughly for customer procurement processes, including tendering and negotiation.
- Use information gathered from customer interactions and market research to plan strategies for developing customer accounts and increasing sales.
The honest bit
You’ve started things before
Most courses were built for a room full of people who aren’t you. A cohort moves on whether or not your week allowed it, and by the third week the thing you’re behind on becomes the reason you stop opening it.
There’s no cohort here, and no timetable to fall behind. Before anything starts, Zavmo asks when you’re sharpest and how long you can realistically sit down for, then builds the sessions around those answers. A bad fortnight changes your pace. It doesn’t put you behind.
And you only pay once you start learning. Searching and planning are free, and you can cancel any time — so the cost of finding out is an afternoon, not a year.
Your passport
Every credit is a stamp you keep
Level 5 credits are regulated. They don’t vanish when a subscription ends or a website closes. They travel to any employer, and Zavmo keeps the map of what you’ve earned and what’s next.
Each stamp is a real unit registered against this qualification.
Who’d teach you this
The Evidence Evaluator
Assessor
Helps you show what you can actually do, gathering the evidence that proves it as you learn.
Meet all twelve tutorsWhere this connects
Where these credits take you
A qualification is never a dead end here. See the jobs its credits open, the national occupational standards its units map to, and the future skills they quietly build.
- Determine the on-going potential of key customer accounts
- Develop accurate and realistic advertising sales forecasts
- Development of Responsible Sales Strategies and Plans
- Evaluate the Ongoing Financial Potential of Key Customer Accounts
- Monitor and control relationship management activities
- Review the ongoing financial performance of customer accounts
- Set targets and forecasting for sales
- Setting targets and forecasting for sales
Where this can lead
Tender Coordinator
This Tender Coordinator role isn't just a job; it's a launchpad. If you're keen to learn, meticulous, and resilient, you'll find plenty of opportunities to grow your career here at Zavmo and beyond. We're excited to see where you take it.
See the whole journey →Showing 6 roles, drawn from 239 job records mapped to this qualification.
Skills it covers
What the job actually needs. These are the standards the units are built against, in the words employers and awarding bodies already use for the work itself.
How you’ll actually learn this
One-to-one, on your own real work
A qualification is usually something done to you: sit the class, sit the exam, hope it sticks. Here it’s the opposite. You learn it one-to-one with a companion, on your own real work, and you keep going until you can use it, not just recall it.
Applied to your work in any of these jobs
This unit enables learners to use financial tools to assess and prioritise new customer accounts based on potential value and strategic alignment. Learners will also evaluate financial risks and measure account performance.
- Remember
- Understand
- Apply
- Analyse
- Evaluate
- Create
Built for ISM Level 5 Certificate In Sales and Account management (RQF)
12 units in this credential, in the order it lists them, awarded by Institute of Sales Management.
- Analysing the financial potential and performance of customer accounts
- Bid and tender management for account managers
- Coaching and mentoring
- Designing, planning and managing sales territories
- Developing a product portfolio
- Leading a team
and 6 more in the full unit list below.
One to one, not one to many
No two people run this the same way
A course is written once and handed to everyone. This is assembled around you, and keeps changing as it learns you. Five things it reads, and what each one changes.
- Your actual work Every unit is taught against a live piece of your own work, not a worked example from a textbook.
- What you already know The first conversation finds your starting point, so you skip what you can already do and spend the time on what you cannot.
- The conditions you learn under Not a learning-styles quiz. The evidence does not support those. The dimensions the research does back, read once and used to shape the plan.
- How far you got last time It picks up mid-thought. The tutor knows what you said, what you struggled with, and what it asked you to try.
- Which tutor suits the moment Twelve of them, each for a different kind of thinking. The one who walks you through a first idea is not the one who stress-tests it.
See how you learn, free. Eight questions, no sign-up. A directional taster; the diagnostic inside Zavmo goes deeper and keeps adapting.
Why it sticks
Most courses stop at remembering
There’s a well-known ladder of how deeply you learn something, called Bloom’s Taxonomy. Most courses get you up the first two rungs: you remember some facts, you pass a test, you forget it. Real skill lives at the top. Judging, deciding, creating. And this isn’t a generic ladder: every rung has a named Zavmo tutor who walks you up it.
- 6CreateThe Creative Catalyst
- 5EvaluateThe Evidence Evaluator
- 4AnalyseThe Analyst
- 3ApplyThe Coach
- 2UnderstandThe Connector
- 1RememberThe Builder
Where most courses leave you Where Zavmo takes you
The value
Why the companion is worth £70 a month
You’re not paying for the units. They’re regulated, and the same wherever you earn them. You’re paying for the one thing that decides whether you actually get there: a companion that makes them stick, on your real work.
That is one-to-one on this qualification, every day, on the work you already do, for £70 a month. Your first module is free, so you can see the teaching before you pay for any of it. Billed monthly, cancel any time and billing stops.
Earned on your own work, taught to the top.
Everything you just read, learned one-to-one on the job you already do. Your first module is free, so you can see the teaching before you pay for any of it.
Build my plan, freeNo card. See how this qualification maps onto your role and meet the tutors who’d teach it, free. The learning begins when you subscribe. It’s £70 a month, billed monthly. Cancel any time and billing stops.