ISMM Level 4 Certificate
The Level 4 Certificate qualification is suitable for existing Sales Managers or aspiring Sales Managers who want to get the best out of their teams to improve their sales performance, morale and productivity.
If you’re a Sales Leader looking to improve your sales management and organisation skills then the ISMM Level 4 Certificate will be perfect for.
This internationally recognised sales qualification covers topics such as how to motivate and lead your sales team in the right way through to how to drive their performance and create sales plans to ensure there is a blueprint that everyone can follow.
The Certificate is ideal if you’ve had no formal training or if you are new to the role.
Please browse below for further details.
The Certificate consists of the following 4 Awards:
- Managing Responsible Selling
- Understanding Segmentation, Targeting & Positioning
- Managing A Sales Team
- Operational Sales Planning
Breakdown of each course:
As a Sales Leader within your company you need to ensure that you are managing your sales team and the process in the right way.
This unit aims to cover the knowledge involved in managing an organisation’s operations in ways that are consistent with its social and ethical principles, and which fulfil legal and regulatory requirements.
For the purposes of this unit, “organisation‟ can mean a self-contained entity such as a private sector company, a charity or a local authority, or a significant operating unit, with a relative degree of autonomy, within a larger organisation.
Module 1: Know legal, regulatory, ethical and social requirements pertaining to the sales function
- Explain sales-related legal and regulatory requirements and Codes of Practice
- Understand the principles of contract law and the penalties for misrepresentation
- Analyse the potential impact of social and ethical concerns relating to the sales function
- Explain how processes and policies in the organisation meet ethical and social requirements and comply with legal and regulatory requirements
Module 2: Understand how to manage the sales function in a way that complies with legislation
- Describe how to ensure that sales employees have a clear understanding of the organisation’s legal, regulatory, ethical and social policies and procedures and the importance of putting them into practice
- Explain how to monitor the way that legal, regulatory, ethical and social policies and procedures are put into practice
- Describe how to provide support to the sales team in putting legal, regulatory, ethical and social policies and procedures into practice
Module 3: Know how to deal with non-compliance
- Explain how to identify and correct any failures to meet the legal and regulatory requirements
- Explain how and when to provide full reports about any failures to meet requirements to senior management
- Explain how to monitor and manage complaints regarding legal, regulatory, ethical and social requirements
To be successful in sales it’s prudent to segment your targeted customers so you can be more focused and driven in your approach.
This unit aims to provide the knowledge necessary to understand the process of breaking down the total market for a product or service into distinct segments and target the most likely purchasers of an organisation’s products using the extended marketing mix to support the positioning of the product.
Module 1: Understand segmentation in consumer and business markets
- Explain how to define a market
- Explain how to map a market and decide at which level to segment
- Explain bases for segmentation in consumer and business markets
- Explain criteria for meaningful and measurable segments
- Explain the benefits of segmentation
Module 2: Understand how to target market segments for an organisation
- Explain own organisation’s business strategy and implications for target market
- Explain how to identify segments that are most likely to purchase an organisation’s products
- Explain a system to assist targeting, based on objective criteria and including a weighting and scoring mechanism
Module 3: Understanding the process of positioning a product
- Explain positioning in the context of own organisation’s brand values
- Explain how the elements of the extended marketing mix are used to support product positioning
- Explain positioning problems
- Explain the particular challenges of repositioning
- Explain how to de-position competitors
As a Sales Leader you are ultimately responsible for the performance of your team.
You need to coach, manage, support and drive your sales team to a high level of performance.
This unit aims to provide knowledge of motivation theories and the link between motivation and performance, and knowledge of managing sales team performance.
It also aims to provide knowledge for recruiting and selecting members of the sales team.
Module 1: Understand theories of motivation and the link between motivation and performance
- Explain theories of motivation
- Explain the link between motivation and performance
Module 2: Understand how to manage sales team performance
- Explain the need to monitor sales team performance
- Explore issues with the customer to identify and prioritise concerns
- Identify tools to be used in monitoring performance of the team
- Describe key performance indicators and their role in monitoring sales team performance
- Describe how to manage performance variances
- Explain the importance of two- way communication with sales team members regarding their performance
- Explain how to support sales team member performance
- Explain how other people or teams in the organisation may impact sales performance
Module 3: Understand how to manage staffing levels in a sales team
- Explain how to review staffing levels in the light of organisation’s strategy and budgets
- Explain the recruitment and selection process for sales people in own organisation
- Explain how to develop a job profile for a sales person
- Explain how to develop a person specification for a sales person
- Describe how to contribute to selection interviews
“If you don’t plan then you are planning to fail”
Putting a sales plan together is a vital activity that you need to accomplish as a Sales Leader. The plan becomes the blueprint for success for yourself and your team.
This unit aims to provide the skills necessary for putting together an operational sales plan, and the knowledge for managing the implementation of the plan and for dealing with variances to the plan.
Module 1: Understand how own organisation’s business and marketing strategies inform operational sales planning
- Describe how own organisation’s business and marketing strategies inform operational Sales planning
Module 2: Understand sales forecasting techniques
- Describe how historical sales data informs sales forecasts
- Explain a range of sales forecasting techniques
- Describe how sales forecasts are used to set sales objectives and targets
Module 3: Be able to set objectives and targets in a sales plan
- Develop a time plan for the establishment of objectives and targets for sales plans
- Use sales forecasts to set objectives and targets for a sales plan
Module 4: Be able to write an operational sales plan
- Write an operational sales plan to meet objectives and targets
- Specify and allocate sales territories
- Write a business case to obtain the resources to achieve the operational sales plan’s objectives and targets
Module 5: Understand how to manage the implementation of the operational sales plan through the sales team
- Explain how to communicate the operational sales plan to all stakeholders and define individual roles and targets in the sales activity plan
- Explain how to monitor and control the operational sales plan using agreed key performance indicators
Module 6: Understand how to deal with variances to the operational sales plan
- Describe variances that may occur in the implementation of the operational sales plan
- Identify contingency plans to address variances
- Explain the organisation’s procedure for dealing with unforeseen variances
FAQ’s & Booking Information
How is this course delivered?
The course is delivered online. You will need an internet connection to access the material and you can then work through the course as and when you like.
Your virtual trainer will take you through each of the sessions backed up with eye catching visuals so the learning really sinks in. There are exercises to complete as you work through each of the sessions to help you to understand the concepts and you can download and print the materials off if you’d like to make notes.
How will I be assessed?
If you are currently in a sales position then you will be required to provide work based evidence to demonstrate your understanding. If you are not currently in a sales role, you will be required to complete a case study assignment.
How long will I have to complete the course?
Upon receiving access to the materials and your login to complete the course you will have up to 6 months to complete the course.
How long is the course?
The course will take you approximately 16-20 hours to complete to include the online learning sessions, exercises and work based evidence/assignment.
How much will it cost?
£795 + vat
What qualification will I receive?
Upon successfully passing the qualification you will receive:
If you have got any questions please:
Call: 0333 320 2883
Email: [email protected]