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By Marcus – Senior Sales Trainer, Professional Academy
As a sales trainer, I’ve always believed in the power of continual development — not just for those I train, but for myself as well. That’s why I recently began studying the ISP Level 5 Certificate in Coaching for Sales Transformation, and I can already see the impact it’s having — not only in the classroom but in how I support individuals and teams long after training ends.
The biggest shift for me has been moving beyond delivering sales knowledge to genuinely transforming how people think and perform in their roles. Coaching, I’ve realised, isn’t about giving the answers — it’s about equipping people to discover them for themselves. That shift in mindset has changed the way I approach every session, conversation, and workshop.
The ISP Coaching Certificate is designed specifically for sales professionals and leaders who want to embed coaching into their culture — whether that’s in a team meeting, a one-to-one performance review, or during onboarding. It’s incredibly practical, and I’ve been able to apply what I’m learning directly into my day-to-day work with clients and internal colleagues alike.
One of the key strengths of the programme is how immediately usable it is. I’ve already incorporated coaching frameworks into how I facilitate workshops. Instead of just teaching best practice, I now use structured questioning and active listening techniques to help salespeople reflect on what they need to do differently — which leads to more buy-in and better results.
We talk a lot about mindset in sales, but coaching gives you the tools to actually influence it. Whether it’s building confidence, overcoming fear of rejection, or helping someone reconnect with their ‘why,’ coaching allows me to support deeper and more sustainable growth.
What’s surprised me is how much of this learning is also helping in my work with sales managers and team leaders. Coaching is becoming a core skill for leadership — and rightly so. The managers I work with are under pressure to hit targets, but also to develop their people. This qualification is helping me guide them in doing both.
We cover how to hold coaching conversations, give feedback that actually drives change, and create a learning environment where people feel accountable and empowered. It’s no exaggeration to say that this approach is reshaping how many of my clients lead.
The ISP Level 5 Certificate hasn’t just given me a new toolkit — it’s enhanced my confidence and credibility. When I talk to clients about long-term performance improvement, I’m now speaking from a foundation grounded in structured, accredited coaching methodology. That matters.
It’s also strengthening our culture internally. I’ve been using the coaching frameworks with colleagues, and it’s improving how we collaborate, problem-solve, and share ideas. There’s something powerful about creating space for people to think — and this course teaches you how to do exactly that.
Learning at Work Week is about celebrating personal growth, team development, and the value of lifelong learning. For me, the ISP Level 5 Coaching Certificate is more than a qualification — it’s a catalyst for how I deliver impact every day, whether in a workshop or a corridor conversation.
If you’re in sales leadership, training, or looking to inspire others through coaching, I can’t recommend it enough. It will change not only what you do, but how you do it — and the results speak for themselves.