Exploring the ISP Capability Framework Levels 5 & 6-Exploring the ISP Capability Framework Levels 5 & 6

Video Transcription

Video Summary

The session introduced the ISP Sales Capability Framework, especially Levels 5 and 6, which are aimed at experienced salespeople, sales leaders, and managers. The framework provides a structured pathway of knowledge, skills, behaviours, and tools across four areas: business, core, leadership, and self. It helps training providers, employers, and individuals maintain consistent standards, support career progression, and improve performance.<br /><br />The speaker explained that Level 5 is designed for senior salespeople and emerging managers, especially those moving from top-performing individual contributor roles into leadership. Level 6 focuses on more strategic, executive-level sales leadership, including sales strategy, forecasting, change leadership, and building ethical, inclusive cultures.<br /><br />Carol Kelly from KSA Learning then described how their training brings the framework to life through real-world, work-based learning. Learners build portfolios based on their actual jobs, with flexible assessment options such as written work, presentations, or verbal evidence. KSA emphasizes practical application, personal tutoring, and tailoring the journey to the learner and business needs.<br /><br />The discussion highlighted the professionalisation of sales, the value of training for retention and recruitment, and the importance of helping sales leaders gain the skills needed to lead through others, not just perform individually.

Keywords

ISP Sales Capability Framework

Level 5

Level 6

sales leadership

work-based learning

sales strategy

ethical inclusive cultures

career progression