ISP
Level 6
QN: 610/5705/8
Curriculum Active
Level 6 Diploma in Professional Sales
Official qualification regulated by Ofqual, awarded by ISP. Classified as a Vocationally-Related Qualification. Total guided learning hours: 700 hours.
Qualification Level
Level 6
Awarding Body
ISP
Syllabus Units
22 Units
Guided Hours
700 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Apply Market Insights
Verified
Key Learning Objectives:
- Understand the relationship between market insights and sales activities
- Understand models and theories related to using market insights
- Be able to analyse data and information to provide market insights
- Be able to apply market insights to sales activities
2
Coach and Mentor Sales Professionals
Verified
Key Learning Objectives:
- Understand the purpose of sales coaching and mentoring
- Understand the processes that support sales coaching and mentoring
- Be able to plan coaching and mentoring with sales professionals
- Be able to coach and/or mentor sales professionals to support their CPD
3
Customer Procurement Practices
Verified
Key Learning Objectives:
- Understand customer procurement strategies
- Be able to influence and meet customers’ needs
- Be able to match the selling organisation’s differentiated business value with customer needs
4
Data-led Decision Making
Verified
Key Learning Objectives:
- Understand the key data sources that support strategic decision making
- Understand data requirements for team decision making
- Be able to critically analyse data from a range of sources
- Be able to recommend improvements to decision making based on data analysis
5
Deliver Sales Strategy
Verified
Key Learning Objectives:
- Understand the relationship between sales strategy and organisational strategy
- Understand organisational sales strategy requirements
- Be able to plan the implementation of sales strategy
- Be able to monitor and adapt sales strategy
6
Develop a Sales Strategy
Verified
Key Learning Objectives:
- Understand the factors that drive a commercially focused sales strategy
- Be able to critically evaluate the current sales strategy for an organisation
- Be able to propose a commercial strategy to key stakeholders
7
Develop Critical Thinking Skills
Verified
Key Learning Objectives:
- Understand the skills and characteristics required for critical thinking
- Understand the differences between beliefs, attitudes and values
- Be able to make decisions based on critical analysis
8
Enhance Leadership Capability
Verified
Key Learning Objectives:
- Understand the characteristics of an effective leader
- Understand leadership agility and resilience
- Be able to implement continuous personal development activities to enhance leadership performance and impact
9
Lead an Inclusive, Ethical Culture
Verified
Key Learning Objectives:
- Understand the policies, procedures and practices that support inclusion
- Understand inclusive, ethical leadership
- Be able to role model ethical behaviours
- Be able to promote an inclusive and ethical culture
10
Lead Continuous Improvement
Verified
Key Learning Objectives:
- Understand the factors that contribute to organisation continuous improvement
- Be able to analyse information linked to continuous improvement
- Be able to implement continuous improvement in the sales function using analysis findings
11
Lead Organisational Change
Verified
Key Learning Objectives:
- Understand organisational change models
- Understand the external and internal elements of organisational change
- Be able to communicate the change vision to stakeholders
- Be able to lead the change process
12
Leadership in Context
Verified
Key Learning Objectives:
- Understand leadership styles within an organisational culture
- Be able to assess personal competence and leadership potential
- Be able to manage personal continuing professional development
13
Manage Ethical, Legal and Professional Requirements
Verified
Key Learning Objectives:
- Understand ethical and legal requirements related to the sales function
- Understand professional requirements related to the sales function
- Be able to implement policies and procedures to ensure compliance with ethical and legal requirements
- Be able to take action to respond to non-compliance
14
Manage Recruitment
Verified
Key Learning Objectives:
- Understand organisational human resource planning processes
- Understand the processes and people involved in sales professional recruitment
- Be able to plan recruitment for a role which meets legal and organisational requirements
- Be able to implement the recruitment process for a sales role
15
Market Research for Sales Strategy
Verified
Key Learning Objectives:
- Understand the role of market research for the sales function
- Be able to use market research to develop sales strategy
16
Plan and Implement Sales Strategy
Verified
Key Learning Objectives:
- Understand the components of a sales strategy
- Understand strategic sales planning processes
- Be able to implement a sales strategy
- Be able to monitor
- evaluate and adapt sales strategy
17
Risk Management
Verified
Key Learning Objectives:
- Understand risk management within an organisation
- Be able to assess an organisation’s risk management approach using a good practice frame
- Be able to develop and implement a risk management plan for the sales function
18
Sales Leadership Psychology
Verified
Key Learning Objectives:
- Understand how to leverage psychological theories to motivate individual sales professionals
- Understand the factors that affect sales team dynamics
- Be able to demonstrate psychology-based leadership techniques to inspire action
- Be able to apply behavioural economic principles to sales leadership
19
Sales Territory Management
Verified
Key Learning Objectives:
- Understand sales territory design
- Understand the factors that impact on sales territory management
- Be able to review and improve organisational sales territories
- Be able to organise resources to manage sales territories
20
Strategic Consultative Selling
Verified
Key Learning Objectives:
- Understand the importance of customer relationship management at board/senior levels
- Understand how to analyse major customers' needs to determine mutually beneficial goals
- Be able to develop plans and achieve mutually beneficial goals with major customers
- Be able to evaluate the success of strategic relationship activities to develop ongoing plans
21
Strategic Sales Forecasting
Verified
Key Learning Objectives:
- Understand the factors that inform long-term sales forecasting
- Understand sales forecasting techniques
- Be able to analyse the relationship between sales forecasting and organisational planning
- Be able to monitor actual sales against forecast sales
22
Strategic Sales Leadership
Verified
Key Learning Objectives:
- Understand strategic sales leadership and management
- Be able to lead sales in organisations
- Be able to continuously improve their own leadership and management skills
Regulatory & Verification Details
- Qualification Number (QN)
- 610/5705/8
- Regulated Status
- Available to learners
- Awarding Body
- ISP
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- May 2025