Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
Artificial Intelligence (AI) is reshaping the sales landscape, offering new ways to automate tasks, personalise outreach and gain deeper customer insights. But while AI presents exciting opportunities, navigating its practical applications and ethical considerations can be challenging. In this article, Sue Turner OBE and Founder of AI Governance Limited shares insights on how sales professionals … Read more
We’re delighted to welcome Uniquely as the latest Corporate Partner of the Institute of Sales Professionals (ISP). As a leading outsourced contact centre and field sales solutions provider, Uniquely is committed to developing its sales teams and delivering outstanding customer experiences. “People are at the heart of everything we do at Uniquely and this partnership … Read more
Insights from the ISP Round Table Procrastination is a common challenge in sales, but what really drives it—and how can sales professionals and leaders address it? At our recent ISP Round Table, held this month, our panel explored the deeper causes of procrastination in sales, from fear of failure to unclear priorities and discussed practical … Read more
Why mental toughness matters Doug Strycharczyk explores how mental toughness—Control, Commitment, Confidence and Challenge—shapes our ability to handle stress and prevent burnout. We live in interesting times. For many this means more stress and more pressure, especially in performance activities such as sales. People are recognised as working harder, working long hours, attempting unrealistic targets, … Read more
Maximising success in large and complex sales cycles: a seamless path from concept to contract This article explores common pitfalls in large and complex sales cycles and offers practical solutions to avoid them. Three common pitfalls Lack of strategy and process According to a McKinsey report, a staggering 70% of sales organisations lack a clear … Read more
How Do Apprenticeships Drive Business Growth? There is no such thing as a free lunch, or so the saying goes – but apprenticeships certainly represent outstanding value to employers who want to recruit new talent and/or upskill their workforce. These development programmes are built around the realities of the workplace, helping learners develop the skills … Read more
An ISP Sales Leader Network event Overview: During ISP’s recent network event, several sales leaders gathered to discuss one of the most pressing challenges in sales today: attracting and the effective management of sales talent. With discussions centred on defining, attracting, developing and retaining the right people, the session explored how evolving expectations of modern … Read more
Maple Associates provide training and consultancy services to businesses across a wide range of sectors around the world. Offering programmes in a variety of formats, Maple Associates focus on sales, leadership, coaching and change management. Their speciality is on helping individuals and teams to adopt tools and techniques that drive sustained performance improvement. Maple Associates … Read more
In October The Institute of Sales Professionals members joined our webinar Selling to public sector to hear from Richard Hassett, Government Senior Policy Lead for the new Public Sector Procurement Act and learned how the new legislation will transform the way that the public sector buy. We also heard from Matt Spencer F.ISP how important … Read more
SHELLEY WALTERS considers how to bridge the gap between talent and representation The sales industry is rife with contradictions, presenting a complex landscape where gender disparity and performance often seem at odds. On the one hand, it remains heavily male-dominated, with men representing approximately 68.4 per cent of all sales professionals and women only 31.6 per … Read more
The Skills England report1 published 24th September 2024 comprehensively overviews the UK’s skills landscape and future needs. However, its coverage of sales skills is limited, despite their critical importance to driving economic growth. This response highlights the report’s key references to sales and argues why investing in shorter sales apprenticeships, in addition to existing L4 … Read more
Domino UK, the British-based developer of high-tech industrial and commercial printing, have just been presented with our prestigious Investor in Sales award for their commitment to customer service, ethical selling and professional development. Domino’s sales team, recognised by this award, work across the company’s UK and Middle East channels. The award is conferred by ISP … Read more