Insights

Whether you're looking for the latest trends, practical advice, or in-depth analysis, our Insights section offers valuable knowledge to support your growth and success.

ISP Hawthorne

How ISP combats the Hawthorne Effect through continuous learning

The professional response to sales training's greatest challenge While the sales industry grapples with the sobering reality that 85-90% of ...
leading teams

Closing deals vs building teams

Salespeople are from Mars. Sales Managers are from Venus The assumption that top-performing salespeople will naturally transition into effective sales ...
Business globe- professional body

Why sales needs a globally recognised professional body 

Unlocking optimum sales performance Sales is one of the most critical functions within any organisation, directly impacting revenue, customer relationships, ...
Amazon Web Services

Amazon Web Services joins ISP in effort to develop its sales professionals

We’re delighted to welcome Amazon Web Services (AWS) to the Institute of Sales Professionals (ISP)! By collaborating with ISP, AWS ...
Salespeople-Deal won-lost-1920-5

Why salespeople fail far more than they succeed and the solution for this

The Hidden Barriers Sales professionals are the lifeblood of any business, directly driving revenue and growth. However, despite their crucial ...
traditional sales training

Why is traditional sales training so forgettable?

Professional sales skills development According to research, within just an hour, people forget about 50% of what they've learned. Within ...
Butterfly

What role does Change Management have in Sales Transformation?

Sales is one of the world’s oldest professions. That’s right, I called it a profession. It’s not a hobby, not ...
Professionalisation of Sales-development-Main image-resized

The professionalisation of sales

The professional development capability your sales teams need now Sales is no longer just about closing deals; it’s about creating ...
broken ladder career

A critical misstep: The Government’s removal of Level 7 apprenticeship funding threatens professional development and economic growth

The UK Government's recent announcement to remove funding for Level 7 apprenticeships for individuals aged 22 and over from January ...
Growing Influence of Neuroscience in Sales-Main image

The growing influence of neuroscience in sales

In today's competitive marketplace, understanding the human brain has become a pivotal asset in the art of selling. Modern sales ...
Traditional sales training -sales capability framework

The evolution of sales leadership: Why L5 and L6 capabilities are essential for the modern sales professional

In an era where sales complexity continues to accelerate and buyer expectations reach unprecedented heights, the path from individual contributor ...
L7 Apprentices-BBC-LI-size

L7 Apprenticeship changes: What does this mean for sales careers?

The government's decision to limit L7 apprenticeship funding to those under 21 has sparked significant debate across professional sectors. As ...