How you’d get this certificate
- Zavmo teaches you. You learn the units one-to-one with an AI tutor, on your own work.
- You register with an approved centre. That is a college, training provider or employer Institute of Sales Professionals has approved to offer this qualification. Zavmo is not an approved centre, so you register with them, not with us.
- The centre assesses, and Institute of Sales Professionals awards. A qualified assessor at the centre judges your evidence, and the certificate comes from Institute of Sales Professionals.
AWARDING & QUALIFICATIONSSales Qualifications We offer vocational-related qualifications that cover a wide range of sales roles, from entry-level to
These are the units Institute of Sales Professionals 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. Zavmo teaches towards them on your own work, and work done here is recognised as prior learning under the agreements we hold.
Zavmo is not an awarding body, is not an approved centre, and is not affiliated with Institute of Sales Professionals. It does the teaching and the mapping. Institute of Sales Professionals sets this qualification and awards it, and a qualified human assessor makes the assessment decision.
Free first step
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What each unit actually teaches you to do
Apply Market Insights Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the relationship between market insights and various sales activities
- Understand relevant models and theories related to the effective use of market insights in sales
- Analyse data and information to generate valuable market insights
- Apply market insights to improve sales activities and achieve desired outcomes
Coach and Mentor Sales Professionals Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the purpose of sales coaching and mentoring in improving performance and developing sales professionals.
- Understand the processes that support sales coaching and mentoring, including planning, delivery, and evaluation.
- Plan coaching and mentoring activities with sales professionals, setting clear objectives and agreeing on development plans.
- Coach and/or mentor sales professionals to support their Continuing Professional Development (CPD) and career progression.
Customer Procurement Practices Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the different customer procurement strategies employed by organisations.
- Influence customer procurement decisions and effectively meet their needs.
- Match the selling organisation’s differentiated business value proposition with specific customer needs and requirements.
Data-led Decision Making Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the key data sources that can support strategic decision-making within an organisation
- Understand the data requirements for effective team decision-making processes
- Critically analyse data from a range of sources to identify trends, patterns, and insights
- Recommend improvements to decision-making processes based on the analysis of relevant data
Deliver Sales Strategy Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the relationship between the sales strategy and the overall organisational strategy
- Understand the specific requirements of an organisational sales strategy, including its objectives and key performance indicators
- Plan the implementation of a sales strategy, considering resources, timelines, and potential challenges
- Monitor the performance of a sales strategy and adapt it as needed to ensure its effectiveness
Develop Critical Thinking Skills Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the skills and characteristics required for critical thinking, including analysis, evaluation, and problem-solving.
- Understand the differences between beliefs, attitudes, and values, and how they can influence decision-making.
- Make decisions based on critical analysis of information and evidence.
Develop a Sales Strategy Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the factors that drive the development of a commercially focused sales strategy
- Critically evaluate an organisation's current sales strategy, identifying strengths and weaknesses
- Propose a commercial sales strategy to key stakeholders, justifying its potential benefits
Enhance Leadership Capability Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the key characteristics of an effective leader and their impact on team performance
- Understand the concepts of leadership agility and resilience and their importance in a dynamic environment
- Implement continuous personal development activities to enhance leadership performance and impact within the organisation
Lead Continuous Improvement Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the factors that contribute to continuous improvement within an organisation
- Analyse information related to continuous improvement initiatives
- Implement continuous improvement strategies within the sales function, based on the findings of analysis
Lead Organisational Change Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand different organisational change models and their application in various contexts
- Understand the external and internal elements that influence organisational change initiatives
- Communicate the change vision effectively to stakeholders to gain buy-in and support
- Lead the change process effectively, managing resistance and ensuring successful implementation
Lead an Inclusive, Ethical Culture Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the policies, procedures, and practices that support inclusion within an organisation.
- Understand the principles of inclusive and ethical leadership, including fairness, respect, and transparency.
- Role model ethical behaviours in all interactions and activities.
- Promote an inclusive and ethical culture within a team or organisation.
Leadership in Context Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand different leadership styles and their application within an organisational culture.
- Assess personal competence and leadership potential, identifying strengths and areas for development.
- Manage personal continuing professional development to enhance leadership skills and knowledge.
Manage Ethical, Legal and Professional Requirements Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand ethical and legal requirements related to the sales function, including data protection and consumer rights.
- Understand professional requirements related to the sales function, including codes of conduct and industry best practices.
- Implement policies and procedures to ensure compliance with ethical and legal requirements within the sales function.
- Take action to respond to non-compliance with ethical, legal, and professional requirements in a sales environment.
Manage Recruitment Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand organisational human resource planning processes within a sales context.
- Understand the processes and people involved in sales professional recruitment, including their roles and responsibilities.
- Plan recruitment for a sales role, ensuring that the plan meets all relevant legal and organisational requirements.
- Implement the recruitment process for a sales role, adhering to best practices and organisational policies.
Market Research for Sales Strategy Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the role of market research within the sales function and its impact on sales performance
- Utilise market research data and insights to develop effective sales strategies
Plan and Implement Sales Strategy Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the key components that constitute a comprehensive sales strategy.
- Understand the strategic sales planning processes involved in developing a sales strategy.
- Implement a sales strategy effectively within an organisation.
- Monitor the performance of a sales strategy, evaluate its effectiveness, and adapt it as necessary to achieve desired outcomes.
Risk Management Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles of risk management within an organisation and its importance
- Assess an organisation’s risk management approach using a recognised good practice framework
- Develop and implement a comprehensive risk management plan specifically for the sales function
Sales Leadership Psychology Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to leverage psychological theories to motivate individual sales professionals within a sales environment
- Understand the various factors that can affect sales team dynamics and performance
- Demonstrate psychology-based leadership techniques to inspire action and improve sales performance
- Apply behavioural economic principles to sales leadership to optimise sales strategies and outcomes
Sales Territory Management Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the key considerations in sales territory design, including geographical factors, customer demographics, and market potential
- Analyse the factors that can impact the effectiveness of sales territory management, such as resource allocation, sales strategies, and competitor activity
- Review existing organisational sales territories to identify areas for improvement and optimisation
- Improve organisational sales territories through effective planning and implementation of changes
- Organise resources, including personnel, budget, and technology, to effectively manage sales territories
Strategic Consultative Selling Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the importance of customer relationship management (CRM) at board and senior management levels.
- Understand how to analyse the needs of major customers to determine mutually beneficial goals and objectives.
- Develop plans and strategies to achieve mutually beneficial goals with major customers.
- Evaluate the success of strategic relationship activities and use the findings to develop ongoing plans for continuous improvement.
Strategic Sales Forecasting Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the various factors that should be considered when developing long-term sales forecasts.
- Understand the different sales forecasting techniques available and their appropriate application.
- Analyse the relationship between sales forecasting and overall organisational planning.
- Monitor actual sales performance against forecast sales figures to identify variances and inform future forecasting.
Strategic Sales Leadership Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles of strategic sales leadership and management within organisations.
- Lead sales teams and initiatives effectively within organisations.
- Continuously improve their own leadership and management skills through reflection and professional development.
The national standards these units are built against
What the job actually needs, in the words employers and awarding bodies already use for the work itself.
- Standard
Communicate and liaise effectively with suppliers and other stakeholders
- Standard
Develop Strategic Relationships with Major Clients
- Standard
Develop and Manage Strategic Relationships with Major Customers
- Standard
Develop sales strategies and plans
- Standard
Develop sales strategies and plans
- Standard
Develop strategic relationships with major customers
- Standard
Devise Sales Strategies to Suit Procurement Practices of Key Customers
- Standard
Devise sales strategies to suit procurement practices of customers
- Standard
Devise sales strategies to win procured business
- Standard
Lead the Delivery of the Data Science Capability, Strategy and Framework
- Standard
Manage Advertising Sales Territories
- Standard
Manage sales territories or portfolios
- Standard
Manage sales territories or portfolios
The jobs these credits are mapped to
A qualification is never a dead end here. Each of these is a job record this qualification is a mapped route into.
- 1 record
- 1 record
- 3 records
- 1 record
- 1 record
- 2 records
Showing 6 roles, drawn from 523 job records mapped to this qualification. Near-identical records are folded together, and each row says how many it stands for.
Where this can lead
Senior Territory Sales Manager
This role can lead to sales leadership positions such as Director of Sales or VP of Sales. It can also lead to a Chief Revenue Officer role, or to a Global Account Director position handling major strategic accounts.
See the whole journeyThe credits, and who awards them
Level 6 credits are regulated, and they are awarded by Institute of Sales Professionals rather than by Zavmo. 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 have covered and what is next.
What you would be collecting
Apply Market InsightsCoach and Mentor Sales ProfessionalsCustomer Procurement PracticesData-led Decision MakingDeliver Sales StrategyDevelop Critical Thinking SkillsDevelop a Sales StrategyEnhance Leadership Capability
Each one is a real unit registered against this qualification.
How you’d practise it
You don’t watch this. You do it.
You are not assessed on remembering this. You are assessed on applying it, analysing it, evaluating it and producing something. So that is what the practice is: projects, role play and your own live cases, with a tutor in the room.
The Coach · your practice partner Illustration - Pitch it Evaluate
“Apply Market Insights” gets practised as a pitch. You make the case out loud, Zavmo asks the question the room would ask, and you make it again.
- Bring your own plan Create
For “Lead Continuous Improvement” you bring the plan you are actually working on, not a case study. Zavmo pulls on the assumptions in it until the weak one shows.
- Map a live decision Analyse
“Data-led Decision Making” runs on a decision you are facing now. Zavmo maps it with you and shows what the second-order effect looks like before you find out the slow way.
- Lead it Apply
“Coach and Mentor Sales Professionals” is practised on the team you actually have. You talk through the call you are about to make, and Zavmo makes you say it the way you would say it to them.
What you leave holding
The standards this credential builds, in the shape the product keeps them
Nothing here is marked learned. There is no learner on a public page, so the map shows what the qualification covers rather than what anybody has done.
- Communicate and liaise effectively with suppliers and other stakeholders
- Develop Strategic Relationships with Major Clients
- Develop and Manage Strategic Relationships with Major Customers
- Develop sales strategies and plans
- Develop strategic relationships with major customers
- Devise Sales Strategies to Suit Procurement Practices of Key Customers
- Devise sales strategies to suit procurement practices of customers
- Devise sales strategies to win procured business
How you would learn this
One to one, on the work you already do
A tutor sets the task against your own job and marks the reasoning, at your pace. There is no cohort to fall behind.
A lesson from Apply Market Insights, one of this qualification's own units.
Applied to your work in any of these jobs
This unit covers the relationship between market insights and sales activities, including relevant models and theories. Learners will develop skills to analyse data and apply market insights to enhance sales functions such as lead generation, customer segmentation, and sales forecasting.
- 1 Remember
- 2 Understand
- 3 Apply
- 4 Analyse
- 5 Evaluate
- 6 Create
It is £70 a month, billed monthly. Your free first module is Future Fluency, and you can cancel any time. Teaching towards this qualification begins when you subscribe.
Built for Level 6 Diploma in Professional Sales
22 units in this credential, in the order it lists them, awarded by Institute of Sales Professionals.
- Apply Market Insights
- Coach and Mentor Sales Professionals
- Customer Procurement Practices
- Data-led Decision Making
- Deliver Sales Strategy
- Develop Critical Thinking Skills
and 16 more in the full unit list below.
Free tools
Want a read on where you stand?
Three free tools, no account needed. Each one ends with a role, a level and a way in.
Learned on your own work, taught one-to-one.
Everything you just read, learned one-to-one on the job you already do. Your free first module is Future Fluency, so you can see how the teaching works before you pay for anything.
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.
The title, level, credits, guided learning hours and unit learning outcomes on this page are taken from the Ofqual Register of Regulated Qualifications. Contains public sector information licensed under the Open Government Licence v3.0. Where this data comes from.