UK

Industry Qualifications · RQF Level 5

IQ Level 5 Diploma in Sales (SQI)

You don’t just earn this. You learn to use it, one-to-one, on your own real work.

  • LevelRQF Level 5
  • Total credits37
  • Units in this qualification14

Awarded by Industry Qualifications · on the Ofqual register

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What you’ll learn

What each unit actually teaches you to do

This Level 5 diploma is designed for sales managers and leaders. It expands on the certificate content, including designing and managing sales territories. The qualification develops understanding of customer accounts, recruitment, motivation, and the integration of sales and marketing.

These are the units Industry Qualifications 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 · Industry Qualifications
It teaches you to analyse the financial potential and performance of customer accounts using financial tools and management accounting procedures. You'll assess creditworthiness, forecast revenue, calculate net present value, and evaluate financial risks associated with customer accounts.

What you'll be able to do

  • Utilise a range of financial tools and techniques to assess and prioritise new customer accounts.
  • Measure the potential value of customer accounts using appropriate financial metrics.
  • Follow the organisation's established management accounting procedures for customer account management.
  • Evaluate the financial risks associated with different customer accounts and develop mitigation strategies.
Bid and tender management for account managersReal unit · Industry Qualifications
You'll gain comprehensive knowledge of bid and tender management, including preparation, writing, tendering, and follow-up processes. The unit develops skills to gather customer requirements, produce bid documents, and manage communication to increase the likelihood of successful contract awards.

What you'll be able to do

  • Understand the core principles of effective bid and tender management processes.
  • Prepare thoroughly for a bid, gathering necessary information and resources.
  • Write a compelling and persuasive bid document that meets customer requirements.
  • Tender a bid to the customer in a professional and timely manner.
  • Understand how to follow up on the tendering of the bid, addressing any questions or concerns from the customer.
Coaching and mentoringReal unit · Industry Qualifications
You'll gain an understanding of coaching and mentoring principles, including various styles and approaches. The unit enables planning, delivering, and evaluating coaching or mentoring programmes, emphasising the establishment of trust and rapport to support individual and organisational development.

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 relationships.
  • Plan a structured coaching or mentoring programme tailored to individual needs and organisational objectives.
  • Deliver a coaching or mentoring programme, utilising appropriate techniques and communication skills.
  • Evaluate own coaching or mentoring practice, identifying areas for improvement and professional development.
Designing, planning and managing sales territoriesReal unit · Industry Qualifications
You'll study the design, planning, and management of sales territories, considering factors such as geography, customer density, and sales potential. The unit develops skills to review and revise territory plans and effectively resource sales territories using appropriate technology and objective setting.

What you'll be able to do

  • Understand the key considerations in sales territory design, planning, and management.
  • Understand the various factors that can affect the effective management of sales territories.
  • Review and revise existing territory plans to optimise performance.
  • Effectively resource sales territories to maximise sales potential.
Developing a product portfolioReal unit · Industry Qualifications
This unit provides an understanding of product portfolio development principles and processes, including strategic alignment and portfolio models. You'll analyse existing product portfolios and contribute to development activities informed by market research and organisational objectives.

What you'll be able to do

  • Understand the key principles underpinning product portfolio development.
  • Understand the processes involved in product portfolio development.
  • Understand the factors that influence product portfolio decisions.
  • Understand how to contribute effectively to the development of a product portfolio within an organisation.
  • Analyse an existing product portfolio to identify strengths, weaknesses, opportunities and threats.
  • Analyse the performance of products within a portfolio.
Leading a teamReal unit · Industry Qualifications
This unit provides knowledge of leadership principles, including different leadership styles and emotional intelligence. You'll understand how to build trust, share vision, focus teams on objectives, create accountability, and maintain alignment between leadership actions and organisational goals.

What you'll be able to do

  • Understand the core principles of effective leadership.
  • Build trust between yourself and members of your team.
  • Effectively share your vision with your team.
  • Focus team members on completing tasks and achieving objectives.
  • Create accountability amongst team members.
  • Maintain alignment of your own actions with the overall goals of the team and the wider organisation.
Managing responsible sellingReal unit · Industry Qualifications
This unit covers legal, regulatory, ethical, and social requirements related to responsible selling. You'll understand how to manage sales functions in compliance with legislation, implement policies, and address non-compliance to ensure ethical and socially responsible sales practices.

What you'll be able to do

  • Know the legal, regulatory, ethical, and social requirements pertaining to responsible selling practices.
  • Understand how to manage the sales function in a way that fully complies with relevant legislation and ethical guidelines.
  • Identify and address instances of non-compliance with legal, regulatory, or ethical requirements within the sales function.
Managing the induction and probation of sales staffReal unit · Industry Qualifications
This unit covers the induction and probation processes for sales staff, including key elements and relevant legal requirements. You'll learn to manage these processes effectively, providing support, training, and feedback to facilitate successful integration of new sales employees.

What you'll be able to do

  • Understand the key elements of effective induction and probation processes for sales staff, including legal requirements and organisational procedures.
  • Manage the induction and probation of new sales staff, providing appropriate support, training, and feedback to ensure successful integration into the team.
Motivation and compensation for sales teamsReal unit · Industry Qualifications
You'll explore core motivation principles and compensation strategies relevant to sales teams, including intrinsic and extrinsic factors and motivational theories such as Maslow's hierarchy of needs. They will be able to review and assess motivation and compensation effectiveness within their own sales team.

What you'll be able to do

  • Understand the principles of motivation for individuals within sales teams.
  • Understand different compensation strategies for individuals within sales teams.
  • Review the effectiveness of current motivation strategies within your own sales team.
  • Review the effectiveness of current compensation strategies within your own sales team.
Recruiting sales team membersReal unit · Industry Qualifications
This unit covers the recruitment and selection process specific to sales teams, including relevant employment legislation and ethical considerations. You'll learn to prepare for recruitment, define job roles, and make informed selection decisions while recognising the consequences of discriminatory practices.

What you'll be able to do

  • Understand the legal and ethical considerations involved in the recruitment and selection process for sales roles.
  • Prepare for the recruitment and selection of sales team members, including defining job descriptions and person specifications.
  • Make informed selection decisions for sales team members, using appropriate assessment methods and criteria.
Relationship management for account managersReal unit · Industry Qualifications
You'll explore relationship management techniques for account managers, including building trust, networking, consultative selling, and stakeholder analysis. The unit covers strategies to monitor and control customer relationships to maintain strong, responsive, and mutually beneficial partnerships.

What you'll be able to do

  • Understand how to build strong and lasting relationships with key accounts.
  • Understand how to effectively use networking to generate sales opportunities and build relationships.
  • Understand the principles and techniques of consultative selling.
  • Know when and how to undertake stakeholder analysis to understand the needs and influences within an account.
  • Understand how to monitor and control customer relationships to ensure satisfaction and retention.
Sales forecasts and target settingReal unit · Industry Qualifications
You'll develop an understanding of sales forecasting and target setting, including methods used within organisations. The unit covers the relationship between forecasting and target setting, enabling learners to create realistic sales forecasts and devise measurement activities to monitor performance.

What you'll be able to do

  • Understand the role of forecasting in relation to setting realistic and achievable sales targets.
  • Understand the specific forecasting methods and processes used within own organisation.
  • Forecast sales accurately, taking into account relevant market trends and internal data.
  • Set challenging yet attainable sales targets and objectives for individuals or teams.
  • Devise appropriate measurement activities to monitor sales performance against targets and objectives.
Understand the integrated functions of sales and marketingReal unit · Industry Qualifications
This unit examines the integration of sales and marketing functions, focusing on how marketing strategies support sales through lead generation, branding, and positioning. You'll understand marketing research methods and use market analyses to align sales activities with marketing campaigns.

What you'll be able to do

  • Understand how a marketing strategy effectively supports the sales function.
  • Understand the purpose and methodologies of marketing research.
  • Understand how to effectively use marketing research data to inform sales strategies and activities.
  • Use market analyses to inform sales decisions and improve sales performance.
  • Progress sales opportunities through alignment with relevant marketing strategies.
Understanding and developing customer accountsReal unit · Industry Qualifications
You'll understand customer buying practices, support issues, and their organisation's unique value proposition. The unit enables preparation for procurement and the use of gathered information to plan and develop customer accounts effectively.

What you'll be able to do

  • Understand the buying practices of different types of customers, including their decision-making processes and procurement procedures
  • Understand common customer support issues and how to address them effectively
  • Understand own organisation's unique business value proposition and how it differentiates from competitors
  • Prepare for customer procurement processes, including understanding requirements and preparing proposals
  • Use information gathered from customer interactions 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.

Analysing the financial potential and performance of customer accountsBid and tender management for account managersCoaching and mentoringDesigning, planning and managing sales territoriesDeveloping a product portfolioLeading a teamManaging responsible sellingManaging the induction and probation of sales staff

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 tutors

Where 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.

See Your Progress GrowIllustration
IQ Level 5 Diploma in Sales (SQI)
  • Determine the on-going potential of key customer accounts
  • Development of Responsible Sales Strategies and Plans
  • Evaluate the Ongoing Financial Potential of Key Customer Accounts
  • Review the ongoing financial performance of customer accounts
  • Set targets and forecasting for sales
  • Setting targets and forecasting for sales
  • Win bids and contracts in a food and drink business
This is your Mind Palace on learn.zavmo.ai. Every skill above comes from this role's own record, not an example borrowed from another job. A node lights up when you evidence it, and what you build stays yours between jobs. That is the part a course cannot do.

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 →
Opens the roleTender CoordinatorOne of the jobs this qualification is a route intoSee the role →Opens the roleBid ManagerOne of the jobs this qualification is a route intoSee the role →Opens the roleLead Tender StrategistOne of the jobs this qualification is a route intoSee the role →Opens the roleSenior Tender ManagerOne of the jobs this qualification is a route intoSee the role →Opens the roleHead of Bids & ProposalsOne of the jobs this qualification is a route intoSee the role →Opens the roleDirector of Strategic PursuitsOne of the jobs this qualification is a route into · 1 near-identical record folded inSee the role →Future FluencyAll ten future skillsSee how every unit is contextualised by the tenExplore →

Showing 6 roles, drawn from 211 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.

Determine the on-going potential of key customer accountsDevelopment of Responsible Sales Strategies and PlansEvaluate the Ongoing Financial Potential of Key Customer AccountsReview the ongoing financial performance of customer accountsSet targets and forecasting for salesSetting targets and forecasting for salesWin bids and contracts in a food and drink business

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.

One-to-one, on your real workNo lectures, no past-papers. Every unit is practised on the actual tasks your job throws at you, a tutor beside you, not a video in front of you.
Taught to the top, not the testMost courses stop at remembering. Your companion keeps climbing: analysing, judging, creating. That’s the part a machine can’t do for you.
Credits you keep, a map that continuesEvery unit is regulated and yours for good. The day you finish, Zavmo already knows the next role your new credits open.
Analysing the financial potential and performance of customer accountsLevel 5

Applied to your work in any of these jobs

Which job do you mean?
Tender CoordinatorBid ManagerLead Tender StrategistSenior Tender ManagerHead of Bids & ProposalsDirector of Strategic Pursuits

This unit enables learners to analyse the financial potential and performance of customer accounts using financial tools and management accounting procedures. Learners will assess creditworthiness, forecast revenue, calculate net present value, and evaluate financial risks associated with customer accounts.

How the thinking builds
  1. Remember
  2. Understand
  3. Apply
  4. Analyse
  5. Evaluate
  6. Create
An illustration of a Zavmo lesson, built from this role’s own route. The unit, its objective and every criterion above are the awarding body’s own words, not an example.
Your PlanIllustration

Built for IQ Level 5 Diploma in Sales (SQI)

14 units in this credential, in the order it lists them, awarded by Industry Qualifications.

  1. Analysing the financial potential and performance of customer accounts
  2. Bid and tender management for account managers
  3. Coaching and mentoring
  4. Designing, planning and managing sales territories
  5. Developing a product portfolio
  6. Leading a team

and 8 more in the full unit list below.

These are the real units of this credential, in its own order. Nothing here is marked done, because this plan has not been started by anyone yet. Yours would fill in as you go.

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.

  1. Your actual work Every unit is taught against a live piece of your own work, not a worked example from a textbook.
  2. 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.
  3. 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.
  4. 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.
  5. 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.

  1. 6CreateThe Creative Catalyst
  2. 5EvaluateThe Evidence Evaluator
  3. 4AnalyseThe Analyst
  4. 3ApplyThe Coach
  5. 2UnderstandThe Connector
  6. 1RememberThe Builder

Where most courses leave you Where Zavmo takes you

Why this matters: AI can already remember and understand for you. What it can’t do is take your real problem and judge the right call. So the only learning worth paying for is the learning that takes you to the top. That’s exactly what a tutor doing it with you, on your real work, is for.

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, free

No 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.