Build strategic commercial leadership with ISP Level 6

Module Overview & Learning Purpose

To enable learners to understand the factors that drive a commercially focused sales strategy. Learners will critically evaluate the current sales strategy for an organisation and propose a new commercial strategy to key stakeholders based on their findings. Specifications for Level 6 Qualifications in Executive Professional Sales Published in Dec-24 / Next Review Dec-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.,1 Page 18 of 104

By completing this module, you will be able to apply the principles of develop a 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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the relationship between sales strategy, organisational strategy and organisational requirements. Learners will plan, implement, monitor and adapt sales strategy

By completing this module, you will be able to apply the principles of deliver 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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the relationship between market insights and sales activities. They will also understand models and theories related to using Specifications for Level 6 Qualifications in Executive Professional Sales Published in Dec-24 / Next Review Dec-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.,1 Page 27 of 104 insights. Learners will analyse data and information to provide market insights and apply them to their sales leadership activities

By completing this module, you will be able to apply the principles of apply market insights in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the key data sources that support strategic decision making and different organisational team requirements. Learners will Specifications for Level 6 Qualifications in Executive Professional Sales Published in Dec-24 / Next Review Dec-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.,1 Page 31 of 104 critically analyse data from a range of sources and drive improvements to sales strategy

By completing this module, you will be able to apply the principles of data-led decision making in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the components of a sales strategy and the associated planning processes. Learners will be able to implement a sales strategy, then monitor, evaluate and adapt it to ensure success. Specifications for Level 6 Qualifications in Executive Professional Sales Published in Dec-24 / Next Review Dec-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.,1 Page 38 of 104

By completing this module, you will be able to apply the principles of plan and implement 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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the factors that inform long-term sales forecasting, and the techniques that are used to forecast. Learners will analyse the relationship between sales forecasting and organisational planning. They will also monitor actual sales against forecast sales for an organisation

By completing this module, you will be able to apply the principles of strategic sales forecasting in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the importance of customer relationship management at board/senior levels. They will understand how to analyse customers business needs to determine mutually beneficial goals. Learners will develop plans and achieve mutually beneficial goals with major customers and evaluate the success of strategic relationship activities to develop ongoing plans

By completing this module, you will be able to apply the principles of strategic consultative selling in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand customer procurement strategies and how the supplier influences and meets customers’ needs. They will match an organisation’s differentiated business value with customers’ needs

By completing this module, you will be able to apply the principles of customer procurement practices in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand strategic sales leadership and management. Learners will lead sales in organisations and continuously improve their own leadership and management skills

By completing this module, you will be able to apply the principles of strategic sales leadership in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand how to leverage psychological theories to motivate individual sales professionals, and the factors that affect sales team dynamics. Learners will demonstrate psychology- based leadership techniques to inspire team action and apply behavioural economic principles

By completing this module, you will be able to apply the principles of sales leadership psychology in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand organisational change models and the external and internal elements of organisational change. Learners will communicate the change vision to stakeholders and lead the change process

By completing this module, you will be able to apply the principles of lead organisational change in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

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

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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand risk management within an organisation. Learners will assess an organisation’s risk management approach and appetite using a good practice framework and develop and implement a risk management plan for the sales function. Specifications for Level 6 Qualifications in Executive Professional Sales Published in Dec-24 / Next Review Dec-27 ©Insititute of Professional Sales – this document cannot be reproduced with out prior approval – please contact eqa@the-isp.org V1.,1 Page 78 of 104

By completing this module, you will be able to apply the principles of risk management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

To enable learners to understand the characteristics of an effective leader and the importance of leadership agility and resilience. Learners will implement continuous personal development activities to enhance leadership performance and impact

By completing this module, you will be able to apply the principles of enhance leadership capability in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study

Module Overview & Learning Purpose

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.

What You Will Study