ISM Level 4 for Account and Key Account Managers

A proven awareness of finance is essential for sales managers since finance is the way in which sales performance is ultimately measured. The number of products sold or services delivered is important but how that translates into money is vital. There is therefore a sharp interest taken on sales from forecasting to realisation ex. profitability ratios, sales budgets, etc. Also assessing customer credit worthiness is a vital aspect of sales budgets. Additionally sales people are usually remunerated on performance through a commission or bonus scheme and a sales manager needs to be on top of these figures.

Cognitive Flexibility is an umbrella concept that help us to become more efficient and can be broadly defined as the ability to adapt behaviours in response to changes in the environment. This skill is essential for a professional to de develop because it allows them to break from routine and find new perspectives about any situations.

Connect your people, tools, customers and partners in a digital Era. Break down communication silos and bring teams together around common goals, projects and processes.

Networking is a critical business skill that each professional should exercise. People from your professional network can act as an extension of your own knowledge and connection. In order to expand the web of contacts and maintain the formed relationships a professional should continuously find a ways to become a voice and a presence on social medi

For most purchases of any size a buyer will usually want something in writing before making their decision (ex to show their decision maker or simply to substantiate what the sales person has told them). Sometimes a prospect will contact the sales organisation with an invitation to tender, which must be in writing and delivered in a certain format by a certain date. Sales organisations generally have a standard sales proposal which only requires the changing of the prospect’s name, but there are times when the sales person may need to spend considerable time and effort to produce a carefully crafted and individually focused proposal.

Those involved in procurement and supply activity will create and manage formal agreements which will be critical to organisational success. Part of the developmental process for such agreements will rely upon effective negotiations with stakeholders and/or suppliers and also the ability to influence the individuals and groups involved. This module is designed for those managers who may be faced with preparing for and completing negotiations.