ISP LEVEL 5 QUALIFICATION
Develop higher-level sales capability with a recognised route designed to strengthen planning, performance and professional confidence.
ISP Level 5 supports sales professionals who want to build broader commercial judgment and more consistent results.
At a glance
Professional recognition
Professional Academy is an ISP approved training provider, supporting professional sales development through recognised standards and practical delivery.
Explore ISP recognitionThe value of this qualification
The skills, recognition and confidence to lead marketing at the highest level.
A structured summary of the qualification, delivery model, and professional context.
Build your qualification
Your pathway updates as you choose. Select a study route, make your module choices and we will confirm when your qualification is complete.
Your modules
Each module is designed to develop your professional capability and strategic confidence. Whether your focus is marketing, sales, leadership, or wider business performance, these modules combine theory with real-world application to build analytical skill, commercial awareness, and confident decision-making.
To enable learners to be able to use financial tools for analysis of customer accounts. They will follow organisational management accounting procedures and evaluate the financial risks associated with customer accounts. Learners will estimate future financial performance for customers
By completing this module, you will be able to apply the principles of analyse financial performance in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the relationship between sales planning and forecasting. They will understand an organisational approach to target setting and be able to forecast sales at an organisational level. Learners will also be able to monitor sales targets
By completing this module, you will be able to apply the principles of organisational sales planning in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand market research and how it supports the sales function. Learners will use market research to develop sales strategy
By completing this module, you will be able to apply the principles of market research for sales strategy in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the requirements of sales technology systems. They will understand how to train and support system users and be able to monitor sales technology effectiveness. Learners will ensure effective use of sales technology systems to support the sales function
By completing this module, you will be able to apply the principles of manage sales technology systems in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the principles of relationship management mapping in sales and how to develop strategies for effective relationship mapping. Learners will implement relationship management mapping strategies and monitor outcomes for continuous improvement
By completing this module, you will be able to apply the principles of relationship management mapping in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand market segmentation. Learners will target market segments for a territory
By completing this module, you will be able to apply the principles of segmentation in consumer and business markets in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how partnering relationships contribute to sales. Learners will collaborate with colleagues to respond to a sales opportunity
By completing this module, you will be able to apply the principles of partnering and collaborative selling in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the strengths, weaknesses, strategy, tactics and market presence of key competitors. Learners will differentiate an organisation’s products/services against competitors. Specifications for Level 5 Qualifications in Executive Professional Sales Published in Oct-24 / Next Review Oct-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.1 Page 34 of 91
By completing this module, you will be able to apply the principles of differentiate in a competitive market in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to identify tender opportunities and the key principles of tendering. Learners will be able to prepare, write and submit a tender to offer products/services
By completing this module, you will be able to apply the principles of tender management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand sales territory design and that factors that impact their management. Learners will review organisational sales territories and organise resources to manage and adapt them
By completing this module, you will be able to apply the principles of sales territory management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to build key account relationships and strategic sales networking. Learners will implement a consultative selling approach, monitoring and improving customer relationships
By completing this module, you will be able to apply the principles of account relationship management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand customer buying processes and practices, and how to differentiate offers to maximise value for customers. Learners will plan the development of current and potential customer accounts
By completing this module, you will be able to apply the principles of customer buying processes and practices in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to identify a new prospect. Learners will complete discovery on a prospect and qualify them
By completing this module, you will be able to apply the principles of finding and qualifying new prospects in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the factors involved in creating a value proposition. Learners will prepare and agree value propositions
By completing this module, you will be able to apply the principles of develop value propositions in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to manage a sales pipeline. Learners will use a sales pipeline in forecasting
By completing this module, you will be able to apply the principles of pipeline management and forecasting in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the importance of customer focus. Learners will prepare and conduct a business review to provide value add to a customer
By completing this module, you will be able to apply the principles of customer focus in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how leadership styles and practices are applied in different contexts. They will understand flexible working practices, and how to build positive relationships with colleagues. Learners will communicate the sales vision and objectives, then manage their sales team members to achieve them
By completing this module, you will be able to apply the principles of manage team performance in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand organisational human resource planning processes and the range of people involved in sales professional recruitment. Learners will plan recruitment to meet legal and organisational requirements and implement the recruitment process for a sales role
By completing this module, you will be able to apply the principles of manage recruitment in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how motivation theories relate to sales leadership and team performance. They will understand a range of compensation approaches for sales professionals and be able to establish compensation systems that motivate sales professionals to achieve their goals
By completing this module, you will be able to apply the principles of motivate sales professionals in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the purpose of sales coaching and mentoring and the processes that support these practices in the sales function. Learners will plan and implement coaching or mentoring with sales professionals
By completing this module, you will be able to apply the principles of coach and mentor sales professionals in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the role of innovation in organisations and the factors that support it. Learners will contribute to exploiting emerging opportunities
By completing this module, you will be able to apply the principles of contributing to organisational innovation in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the principles and practices of matrix management. Learners will develop leadership, communication and collaboration strategies that are suitable for matrix management and implement performance management and motivational techniques in a matrix sales team
By completing this module, you will be able to apply the principles of matrix management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand customers pain points, goals, and aspirations. They will understand how to encourage customers to innovate to address their unique challenges and opportunities. Learners will be able to partner with customers to support their product/service innovation to achieve long-term success
By completing this module, you will be able to apply the principles of support customer innovation in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand change management approaches. Learners will initiate and manage an organisational change
By completing this module, you will be able to apply the principles of managing change in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the factors that contribute to organisation continuous improvement. Learners will analyse information, identify opportunities and implement continuous improvement in the sales function. Specifications for Level 5 Qualifications in Executive Professional Sales Published in Oct-24 / Next Review Oct-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.1 Page 74 of 91
By completing this module, you will be able to apply the principles of lead continuous improvement in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand leadership styles within an organisational culture. Learners will assess their personal competencies and leadership potential. They will manage their own continuing professional development in relation to leadership
By completing this module, you will be able to apply the principles of leadership in context in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand ethical, legal and professional requirements related to the sales function. Learners will implement policies and procedures to ensure compliance and take action to respond to non-compliance
By completing this module, you will be able to apply the principles of manage ethical, legal and professional requirements in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the differences between beliefs, attitudes and values systems. They will understand the skills required for effective critical thinking. Learners will evaluate information, arguments, and ideas in a logical and systematic way to solve organisational challenges
By completing this module, you will be able to apply the principles of develop critical thinking skills in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the legal, regulatory, ethical and social frameworks related to the sales function. Learners will comply with organisational legal, regulatory, and ethical policies and procedures
By completing this module, you will be able to apply the principles of using legal, regulatory and ethical frameworks in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand continuing professional development and why it is important. Learners will assess their own development needs and create a plan for their CPD
By completing this module, you will be able to apply the principles of continuing professional development (cpd) in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand organisational and personal agility, and the importance of flexibility and adapting to change. Learners will build their own personal agility to adapt to change
By completing this module, you will be able to apply the principles of understanding and building agility in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the policies, procedures and practices that support inclusion and the benefits of inclusive, ethical leadership. Learners will role model ethical behaviours and promote an inclusive, ethical culture
By completing this module, you will be able to apply the principles of lead an inclusive, ethical culture in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
Study support you will receive
Our expert support, flexible resources and personal guidance help you stay motivated and achieve your goals.
Ready to take the next step?
Choose your study option, review your price and send your enrolment request online.
Fees & funding
Your fee is shaped around the modules and study support you choose.
The Qualification is modular by design. Your total course fee is built around your individual learning pathway, so you never pay for content you do not need.
Learning materials and LMS access, tutor support, assessment marking and assignment preparation workshops.
Employer-funded study, interest free monthly payment plans, corporate invoicing and professional development budgets.
CIM Marketing fees are paid direct by the learner, other awarding bodies are included in our fees. For specific membership durations, talk to our team.
Free programme guide
Turn your ambition into a clear next step. Answer a few quick questions to discover a recommended study level based on your experience and previous qualifications. Prefer to explore first? Request your free brochure and compare your options at your own pace.
Meet your tutors
Our course delivery team bring practical workplace insight, structured guidance, and supportive feedback to every stage of learning.
Trainer and Learner Support
Head of Customer Experience
Marketing Executive
Business Administrator
Tutor and Mentor
Qualifications Consultant
Trainer and Learner Support
CEO
Accounts and Office Administrator
Course Coordinator
Head of Learning
Trainer and Mentor
Tutor and Mentor
Frequently asked questions
The recommended entry criteria on this course page describe the expected starting point. An adviser can help you confirm whether the course fits your current experience and intended next step.
The available delivery options are shown on this course page and can vary by programme and schedule.
The typical duration is The typical duration is shown in the qualification overview on this course page.. Actual completion time can depend on the study route, schedule and individual progress.
The qualification overview on this course page explains the assessment method and format.
The course page explains the tutor support available during the programme.
Compare ISP Level 4 if you want to strengthen your existing sales practice before moving further. If your responsibilities are becoming more strategic, explore ISP Level 6 sales qualifications. Discuss your experience and goals before deciding on progression.
Further Resources
Explore Marketing, Sales and Management & Leadership routes with our Career & Qualification Calculator. Read the guidance, then select a discipline and use your experience to explore a qualification level.
Find your professional qualificationSpeak to Professional Academy
Speak to Professional Academy about the route that fits your sales role, experience level or team capability priorities.
