Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
In an era where artificial intelligence is rapidly transforming the sales landscape, removing mundane tasks and creating unprecedented efficiency, a fundamental question emerges: what does it truly mean to be human in sales? At Institute of Sales Professionals (ISP), we believe the answer lies not in any single methodology, but in embracing a philosophy that … Read more
Beyond the false choice: Safety and standards as complementary forces The sales development landscape has long operated under a false dichotomy: either maintain high performance standards or create psychological safety for learning, but not both. This misconception has led to countless training initiatives that either coddle underperformers or create anxiety-inducing environments that stifle the very … Read more
The evolution from indoctrination to self-actualisation in sales development Sales training has long struggled with a fundamental disconnect between how content is delivered and how high-performing sales professionals actually learn. This misalignment becomes particularly pronounced when we consider that the majority of sales professionals exhibit characteristics of voluntaristic and scanner learners: individuals who thrive on … Read more
The professional response to sales training’s greatest challenge While the sales industry grapples with the sobering reality that 85-90% of training investment disappears within 120 days due to the combined impacts of the Hawthorne effect and Ebbinghaus’s forgetting curve, forward-thinking organisations are turning to professional development solutions that fundamentally restructure how salespeople learn, retain, and … Read more
Salespeople are from Mars. Sales Managers are from Venus The assumption that top-performing salespeople will naturally transition into effective sales managers is widespread in many organisations. However, this move often results in frustration for both the individual and the company. The skill sets required for sales success and sales management are distinctly different. While great … Read more
Unlocking optimum sales performance Sales is one of the most critical functions within any organisation, directly impacting revenue, customer relationships, and business growth. Yet, despite its importance, the sales profession has historically lacked the same formal structures and standards that exist in fields such as law, accounting, or medicine. Joining a recognised professional body for … Read more
The Hidden Barriers Sales professionals are the lifeblood of any business, directly driving revenue and growth. However, despite their crucial role and best efforts, not all sales professionals reach their full potential. Success in sales often feels elusive, even for those who work hard and follow established practices. Here, we explore some of the hidden … Read more
Professional sales skills development According to research, within just an hour, people forget about 50% of what they’ve learned. Within 24 hours, they forget 70% and by the end of 30 days, up to 90% of the knowledge is lost. These statistics apply to nearly all learning situations, sales training included. So why do businesses … Read more
Sales is one of the world’s oldest professions. That’s right, I called it a profession. It’s not a hobby, not just something people do or tolerate, it’s a skillset and a career path for many people throughout history. Dating back as far as humankind can document, we’ve always found the need to have a system … Read more
The professional development capability your sales teams need now Sales is no longer just about closing deals; it’s about creating value, understanding customer needs, and driving long-term business success. As businesses grow more complex and competition intensifies, there is an increasing demand for sales teams that are not only skilled but also equipped with the … Read more
In today’s competitive marketplace, understanding the human brain has become a pivotal asset in the art of selling. Modern sales strategies are grounded in the science of how people think, feel, and make decisions. Neuroscience, the study of the nervous system and the brain, has unveiled insights that can transform sales approaches, making them more … Read more
In an era where sales complexity continues to accelerate and buyer expectations reach unprecedented heights, the path from individual contributor to sales leader has never been more challenging, or more critical to organisational success. This week, the Institute of Sales Professionals proudly announces a watershed moment in our industry: the launch of our enhanced Sales … Read more