Introduction:

This program is designed to prepare participants for the certification exam only.

The ISM Sales Manager certification sets a recognized international benchmark for managing and organizing sales operations within structured institutional environments. It demonstrates an advanced level of competency in supervising sales activities, developing operational policies, and monitoring performance metrics. The training program focuses on providing advanced knowledge on certified frameworks, analyzing organizational structures, and reviewing governance mechanisms that align with ISM requirements.

Program Objectives:

By the end of this program, participants will be able to:

• Explore the key ISM aligned standards in professional sales management.

• Classify institutional structures supporting compliant sales functions.

• Evaluate governance and control mechanisms applied to sales performance oversight.

• Assess policy frameworks regulating accountability within sales organizations.

• Prepare for the certification exam.

Target Audience:

• Sales managers in public and private sector organizations.

• Supervisors overseeing structured sales operations.

• Business strategy and commercial planning professionals.

• Marketing managers responsible for sales governance.

• Sales systems consultants and advisory professionals.

Program Outline:

Unit 1:

ISM Certification Standards and Institutional Requirements:

• Governance principles defining ISM certification expectations.

• Classification of core competency domains within the ISM framework.

• Alignment of sales management roles with certification criteria.

• Institutional responsibilities associated with certified sales functions.

• Compliance linkages between certification standards and organizational structures.

Unit 2:

Structuring the Sales Function Institutionally:

• Organizational models governing sales department design.

• Functional and regional structuring frameworks for sales teams.

• Institutional approaches to territory definition and quota allocation.

• Control mechanisms regulating target distribution processes.

• Structural relationships between sales organization design and performance outcomes.

Unit 3:

Sales Oversight, Control, and Reporting Systems:

• Analytical frameworks for institutional sales performance measurement.

• Classification models for sales related key performance indicators.

• Oversight systems supporting performance monitoring and variance analysis.

• Governance structures for formal sales reporting cycles.

• Alignment between reporting outputs and performance control objectives.

Unit 4:

Policy Structures and Accountability in Sales Governance:

• Institutional principles governing structured sales policy formulation.

• Governance controls for pricing, discounting, and promotional decisions.

• Accountability models for individual and team performance review.

• Evaluation frameworks supporting objective performance assessment.

• mportance of integrating policy controls within organizational sales governance systems.

Unit 5:

Preparing for the ISM Certification Exam:

• Domain coverage and content structure of the certification.

• Key concepts, terminologies, and technical definitions.

• Review of sample question types and answer structures.

• Resources and study materials for exam preparation.

Note: This program is designed to prepare participants for the certification exam only.