Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
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
We’re delighted to welcome Amazon Web Services (AWS) to the Institute of Sales Professionals (ISP)! By collaborating with ISP, AWS gains access to a range of benefits including our national and team-level dashboards, capability assessments, over 700 hours of curated CPD content, and opportunities to participate in masterclasses, webinars, events, and professional networking. Joining ISP … Read more
59% of companies reported that: The top barrier to delivering effective sales training is salespeople not being held accountable for applying the skills they have learned. 1 Is this surprising? Probably not. In today’s world, companies view the sales force as a single entity, to be directed and taught in a standardized way. Training interventions are prescribed in … Read more
Companies invest massive amounts of money into sales training programs each year, yet research shows that 85-90% of this training has no lasting impact beyond 120 days. Billions of dollars are being flushed down the drain on initiatives that provide little more than a temporary bump in sales performance. When sales training falls flat, it … Read more