Institute of Sales Professionals · RQF Level 6

Level 6 Diploma in Professional Sales

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

LevelRQF Level 6
Total credits37
Guided learning370 hours
Units in this qualification22

Awarded by Institute of Sales Professionals · on the Ofqual register

Start here

See how this course maps onto your role

Ten quick questions, one per Future Fluency, asked against this qualification rather than a generic one.

Check my fluency, free

About 5 minutes · No card · Nothing to commit to

What you’ll learn

What each unit actually teaches you to do

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, and every one you earn is yours to keep.

Apply Market InsightsReal unit · Institute of Sales Professionals

This unit covers the relationship between market insights and sales activities, including relevant models and theories. You'll learn to analyse data and apply market insights to enhance sales functions such as lead generation, customer segmentation, and sales forecasting.

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 ProfessionalsReal unit · Institute of Sales Professionals

You'll understand the purpose and processes of sales coaching and mentoring. They will plan and deliver coaching and mentoring activities to support the continuing professional development 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 PracticesReal unit · Institute of Sales Professionals

It teaches you to understand customer procurement strategies and influence procurement decisions. You'll match their organisation’s differentiated business value to customer needs to build effective relationships.

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 MakingReal unit · Institute of Sales Professionals

You'll explore key data sources supporting strategic and team decision-making. The unit develops critical data analysis skills and the ability to recommend improvements to decision-making processes based on data evaluation.

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 StrategyReal unit · Institute of Sales Professionals

You'll develop an understanding of the relationship between sales strategy and organisational strategy. They will plan, implement, monitor, and adapt sales strategies in alignment with organisational objectives, resources, and timelines.

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 SkillsReal unit · Institute of Sales Professionals

You'll develop critical thinking skills necessary for effective analysis, evaluation, and decision-making. They will understand the distinctions between beliefs, attitudes, and values and apply critical analysis to make informed decisions.

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 StrategyReal unit · Institute of Sales Professionals

It teaches you to understand the drivers of commercially focused sales strategies. You'll critically evaluate current sales strategies and propose commercial strategies to key stakeholders.

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 CapabilityReal unit · Institute of Sales Professionals

This unit develops learners' knowledge of effective leadership characteristics, leadership agility, and resilience. You'll analyse leadership styles and implement continuous personal development activities to enhance leadership performance and impact.

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 ImprovementReal unit · Institute of Sales Professionals

This unit develops learners’ understanding of factors contributing to continuous improvement within organisations. You'll analyse relevant information and implement continuous improvement initiatives in the sales function.

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 ChangeReal unit · Institute of Sales Professionals

You'll gain an understanding of organisational change models and influencing factors. They will develop skills to communicate change visions to stakeholders and lead change processes effectively, managing resistance to achieve successful implementation.

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 CultureReal unit · Institute of Sales Professionals

You'll explore policies, procedures, and practices that support inclusion and ethical leadership. They will develop the ability to role model ethical behaviours and promote an inclusive and ethical organisational culture.

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 ContextReal unit · Institute of Sales Professionals

It teaches you to understand various leadership styles within organisational cultures. They will assess their personal leadership competence and potential and manage their continuing professional development accordingly.

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 RequirementsReal unit · Institute of Sales Professionals

You'll gain an understanding of ethical, legal, and professional requirements relevant to the sales function. They will be able to implement policies and procedures to ensure compliance and respond appropriately to non-compliance issues.

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 RecruitmentReal unit · Institute of Sales Professionals

This unit provides learners with knowledge of human resource planning and recruitment processes within a sales context. You'll plan and implement recruitment activities that comply with legal and organisational requirements.

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 StrategyReal unit · Institute of Sales Professionals

You'll understand the role and methods of market research within the sales function. They will use market research data to develop sales strategies that align with customer needs and enhance sales performance.

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 StrategyReal unit · Institute of Sales Professionals

This unit provides knowledge of the components and planning processes of a sales strategy. You'll be able to implement, monitor, evaluate, and adapt sales strategies effectively within an organisational context.

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 ManagementReal unit · Institute of Sales Professionals

You'll understand risk management principles and their importance within organisations. The unit enables assessment of risk management approaches using recognised frameworks and the development and implementation of risk management plans for sales functions.

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 PsychologyReal unit · Institute of Sales Professionals

This unit provides learners with knowledge of psychological theories relevant to sales motivation and team dynamics. You'll apply psychology-based leadership techniques and behavioural economic principles to enhance sales leadership.

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 ManagementReal unit · Institute of Sales Professionals

This unit covers sales territory design and management, including factors impacting effectiveness. You'll review and improve sales territories and organise resources to optimise sales performance within designated areas.

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 SellingReal unit · Institute of Sales Professionals

You'll gain knowledge of strategic consultative selling, including the role of customer relationship management at senior levels. They will analyse major customers’ needs, develop plans to achieve mutually beneficial goals, and evaluate outcomes.

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 ForecastingReal unit · Institute of Sales Professionals

This unit provides learners with knowledge of factors influencing long-term sales forecasting and various forecasting techniques. You'll analyse the relationship between sales forecasting and organisational planning and monitor sales performance against forecasts.

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 LeadershipReal unit · Institute of Sales Professionals

You'll develop an understanding of strategic sales leadership and management principles. They will be able to lead sales teams, set targets, monitor performance, and continuously improve their leadership and management skills.

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 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 6 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.

Apply Market InsightsCoach and Mentor Sales ProfessionalsCustomer Procurement PracticesData-led Decision MakingDeliver Sales StrategyDevelop Critical Thinking SkillsDevelop a Sales StrategyEnhance Leadership Capability

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

Level 6 Diploma in Professional Sales

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

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

Territory Sales Manager

Your career here isn't a rigid ladder; it's more like a climbing wall with many different routes to the top. We're committed to helping you find the path that best suits your strengths and ambitions. The key is consistent performance, a hunger to learn, and a genuine desire to help our clients succeed. If you bring that, the opportunities are pretty much endless.

See the whole journey →

Opens the roleTerritory Sales ManagerOne of the jobs this qualification is a route intoSee the role →Opens the roleLead Sales Coaching SpecialistOne of the jobs this qualification is a route intoSee the role →Opens the roleSenior Sales Coaching SpecialistOne of the jobs this qualification is a route intoSee the role →Opens the roleSenior Territory Sales ManagerOne of the jobs this qualification is a route intoSee the role →Opens the roleAssociate Strategic Account CoordinatorOne of the jobs this qualification is a route intoSee the role →Opens the roleRegional Sales ManagerOne of the jobs this qualification is a route into · 3 near-identical records folded inSee the role →Future FluencyAll ten future skillsSee how every unit is contextualised by the tenExplore →

Showing 6 roles, drawn from 673 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.

Communicate and liaise effectively with suppliers and other stakeholdersDevelop Strategic Relationships with Major ClientsDevelop and Manage Strategic Relationships with Major CustomersDevelop sales strategies and plansDevelop sales strategies and plansDevelop strategic relationships with major customersDevise Sales Strategies to Suit Procurement Practices of Key CustomersDevise sales strategies to suit procurement practices of customersDevise sales strategies to win procured businessLead the Delivery of the Data Science Capability, Strategy and FrameworkManage Advertising Sales TerritoriesManage sales territories or portfoliosManage sales territories or portfolios

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.

Apply Market InsightsLevel 6

Applied to your work in any of these jobs

Which job do you mean?

Territory Sales Manager Lead Sales Coaching Specialist Senior Sales Coaching Specialist Senior Territory Sales Manager Associate Strategic Account Coordinator Regional Sales Manager

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.

How the thinking builds

Remember
Understand
Apply
Analyse
Evaluate
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 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.

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.

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

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.