Sales is a Profession: Inside the Institute Sales Professional with Rob Marklove #podcast #tesm

Is sales a real profession? In TESM's first guest episode, Greg Barnes is joined by Rob Marklove, Managing Director of the Institute of Sales Professionals, to talk about what it takes to treat sales like the profession it is, and what that means for sales managers. Rob explains what the ISP is: the not-for-profit global professional body for sales, setting the standards, governance, ethics and best practice for the profession. He covers its history back to 1911, why sales and marketing are two different professions, and who the ISP serves, from individual members to corporate partners and training providers. He also walks through the CPD platform and the membership grades, from free affiliate membership up to fellow. Greg shares what it means to be a founding fellow of the ISP, how his Management In Transition course began, and what the ISP checks before it endorses a training program. Then the conversation turns to sales managers. Greg makes the case that sales is a profession like any other, and Rob explains why developing your people is a sales manager's only lever, and how professionalism and ethics help your team stand out when buyers are wary of salespeople. Key Takeaways • Why sales and marketing are two different professions • What a professional body like the ISP offers, and why membership goes with you throughout your career • Why sales takes the same dedication, application and commitment as any other profession • Why developing your people is the one lever a sales manager really controls • One thing to do this month: look at how your buyers perceive your people Who This Episode Is For This episode is for sales managers and sales leaders, salespeople who want to build a professional career in sales, and business owners and executives who develop sales teams. Timestamps 0:00 Welcome and introducing Rob Marklove 1:15 Rob's role at the ISP 2:14 What is the Institute of Sales Professionals? 2:48 Why the ISP was founded, back in 1911 3:45 Sales and marketing are two different professions 4:23 Who the ISP serves 7:08 Your membership goes with you 7:54 The CPD platform and specialist groups 9:59 ISP membership vs a one-off course 10:49 Membership grades, from affiliate to fellow 13:36 Greg's founding fellowship (FFISP) 15:25 How the Management In Transition course began 18:15 What the ISP looks for before endorsing training 19:47 MIT graduates and ISP membership 20:48 Sales is a profession like any other 23:02 Myths about professional bodies 24:08 Your only lever: develop your people 24:55 Standing out when buyers don't trust salespeople 25:45 The first step: join the ISP for free 26:26 The first step into management training 27:14 One thing to do this month 29:28 Wrap up Watch, Subscribe and Join the Conversation ▶ Watch the full episode for the whole conversation with Rob Marklove. 🔔 Subscribe to The Enlightened Sales Manager for practical sales leadership every episode. 👍 Like the video if you believe sales deserves to be recognized as a profession. 💬 Comment below: should every salesperson belong to a professional body? ↗ Share this episode with a sales manager who's serious about developing their team. Links Institute of Sales Professionals: https://www.the-isp.org/ Greg's Management In Transition course: https://tesmngr.com/ Connect with TESM https://linktr.ee/tesmngr #salesprofessionals #salesmanagement #salesleadership #salesmanagers #instituteofsalesprofessionals #salesethics #professionaldevelopment #theenlightenedsalesmanager ‪@SageStudios‬