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.

Sæplast

Sæplast announced as ISP Canada’s first corporate partner

We’re delighted to welcome Sæplast Americas as a corporate partner of the Institute of Sales Professionals (ISP)! With teams in Canada, USA, ...
Humble

The HUMBLE sales philosophy: Why human skills matter more than ever in an AI-driven world

In an era where artificial intelligence is rapidly transforming the sales landscape, removing mundane tasks and creating unprecedented efficiency, a ...
Psychological safety

The psychological safety foundation for high-performance learning: How ISP delivers

Beyond the false choice: Safety and standards as complementary forces The sales development landscape has long operated under a false ...
Learning needs

How the ISP’s approach aligns with Maslow’s hierarchy of needs

The evolution from indoctrination to self-actualisation in sales development Sales training has long struggled with a fundamental disconnect between how ...
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 ...