Standards for the Profession of Inside Sales

Dear Leaders,

My letters to you over the next several weeks will discuss professional accreditations and certifications.

When we think of professions with the highest standards, we think of those requiring a certification or an accreditation. We think of such roles as accounting (CPA), financial planning (CFP), nutrition/dietician (RD), project management (CPM), Interior Designers (AISD), Counseling (CSAC), and the list goes on.  It seems many of these certifications apply to those professions which are specific in nature, with a specific benefit to consumers or businesses.  Take for example the CFP – Certified Financial Planner.  Given the fact that a CFP is potentially handling hundreds of thousands of dollars of investments for people, someone decided they needed to be “qualified” or “certified” given the amount of money involved. AA-ISP_logo_tall_noWords_blue - Small

Yet, the profession of sales, with individuals responsible for generating hundreds of thousands, if not millions of dollars in revenue, apparently doesn’t need any type of stamp of approval, or “certification” to say they are capable at their trade.  I find this rather odd in that there are certifications for “pet sitters”, but not for a sales person who has a $3M quota.  Odd indeed.

However, the AA-ISP has changed all that.  The growth of our industry, the demand upon our skills and competencies, the rising quotas, and the upward movement of our professionalism, has put clear demands on our own need for certifications.  Given the huge investment and reliance upon Inside Sales as a key and strategic revenue channel, it’s about time we got serious about the advancement of our profession!  The largest community of Inside Sales professionals now has established its own series of accreditations/certifications for frontline sales reps, their leaders, and organizations as a whole.

Administered by the AA-ISP, the following are now available to our great community of like-minded and passionate professionals:

CISP® – (The Certified Inside Sales Professional) – This is a comprehensive on-line development program which takes participants through 11 courses ranging from Business 101, to Prospecting, Presenting, Closing and Account Management to name just a few.  Students typically take a full semester to complete the course work.  The CISP® designation is awarded only after the person successfully completes a final exam consisting of a live sales role play.  The role play itself is demanding and requires a person to demonstrate the most critical skills around effective questioning, listening, objection handling, etc., etc.

AISM® – (The Accredited Inside Sales Manager) – There is no other program available which is this specific towards the development of Inside Sales leaders.  Courses such as Inside Sales Performance Management, Coaching for Inside Sales Leaders, Rewards and Recognition for Inside Sales Managers, and Designing Inside Sales Comp Plan have never been made available prior to the AISM®.  12 on-line course and practicum electives are available to fit all levels form entry to senior leadership.  A final Capstone Project is required allowing participants to pursue a project at their place of employment which was studied during their AISM® experience.  Much like a graduate degree, the final Capstone Presentation requires individuals to “sit through” an extensive oral exam and review of their work prior to earning their accreditation.

ISOI™ – (The Inside Sales Organizational Index) – As teams and Inside Sales organizations of all sizes have looked to improve their operation, there was a lack of centralized benchmarking, resources, and assessment tools to see exactly where they need the most improvement and how they stacked up against the best-in-class.  The ISOI™ is a comprehensive and in-depth assessment of 12 key areas of Inside Sales organizations.  Performed virtually and on-site by AA-ISP ADP’s (Authorized Delivery Partners), the IOSI™ results in an organizational index score.  Based on the score level, the organization can earn a level I or II ISOI™ Certification.  The final deliverable also includes a prioritized roadmap that the leaders can use for on-going improvement.

As you can see, the profession of Inside Sales has made great strides around improving itself as it takes hold of its future and destiny.

My next note we will dig a bit deeper into the CISP® and what it’s all about.

Thanks and good leading!

Bob

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