Minneapolis, MN (WiredPRNews.com) The American Association of Inside Sales Professionals (AA-ISP) recently announced the Certified Inside Sales Professional (CISP®) accreditation, the industry’s first and only professional credential. The CISP® program was unveiled at the 2011 Inside Sales Leadership Summit which was held May 10th and 11th in Minneapolis, MN. “Inside Sales is exploding across the globe with new Inside Sales jobs being created at double digit rates” stated Larry Reeves, the association’s COO. “Corporations are looking to inside sales more than ever before.” stated Reeves. AA-ISP Founder and CEO, Bob Perkins goes on to note, “For years corporations have made significant investments in hiring, training, and on-boarding professionals for their inside selling roles. Yet there remained a need to, quantify, measure, and then test an individual’s competency against this broad based set of skills. We feel the CISP® fills those needs.“ Perkins states.
“The CISP® accreditation was developed to establish and measure the fundamental skills and competencies critical for today’s Inside Sales Professionals.” Reeves explained. The CISP® is a web-based program consisting of 10 comprehensive preparatory courses culminating with a live, sales call simulation final examination. The CISP® program is not only designed to help prepare an applicant for a successful completion of the course work and final exam, but more importantly, to help them actually master the material and required skills. “All too often we see inside sales reps who know what they are supposed to do during a virtual sales call, but in the end fail to execute properly during the actual live call itself,” stated Perkins. This need to develop consistency and even mastery of skills led the AA-ISP team to select the e-learning platform from BrainX, an organization leading the way in brain research based online learning solutions. “As we looked at on-line systems we saw immediately how The BrainX patented technology would not only help us to present and test the CISP® materials but will ultimately help the learner to master the skills required to be a CISP®… “stated Perkins.
Bruce Lewolt the CEO of BrainX stated, “I’m proud to see an organization that understands the world of sales training as well as the AA-ISP. To recognize the value of personalized learning to the level of mastery demonstrates their commitment to both the individual and the profession.” Lewolt goes on to add, “To consistently perform at a high level the salesperson must have mastery of the knowledge and skills. It must be second nature so they can execute at a sub-conscious level like one does when riding a bike.”
Having observed, benchmarked, and coached literally thousands of inside sales reps, Perkins and Reeves know just how inconsistent some of these skills can be from rep to rep. Often times inside sales reps know what to say on the phone, but they lack the ability to perform it day in and day out on a consistent basis. “Feedback from our member community indicated a true need for an accreditation which would establish a type of bar for all inside sales professionals,” stated Perkins. The skills required of today’s inside sales professional is much higher than in years past. New tools such as those involving CRM systems, social media, and virtual selling, coupled with higher customer demands and corporate sales goals, place an even a greater emphasis on the caliber of inside sales rep required to do an effective job. “The timing was right to introduce an accreditation program which both prepares and tests the skills and competencies required for today’s inside sales professionals,” stated Reeves.
Companies from all types of industries who rely on inside sales as a key component of their sales coverage model are expressing tremendous interest in the CISP® program. “Companies are interested in not only improving the skill set of their inside sales force, but also providing career development. Earning their CISP® helps companies meet these goals,” stated Perkins. He also noted that one company in particular, ON24, registered several of their inside sales reps as soon as the CISP® became available.
“Having led teams in Inside Sales for nearly a decade, the one missing link has been a truly validated certification program for the Inside Sales professional. A designation or mark of excellence that certifies that a particular Inside Sales Professional has the knowledge and skills to be proficient in inside sales is what our profession needed. Over the years, I’ve launched my own inside sales training programs, and when the AA-ISP CISP was unveiled, it was an absolute no brainer for the Inside Sales team at ON24. The AA-ISP is dedicated to helping Inside Sales Professionals move to the next level of performance and professionalism, and so is ON24!” Chad Burmeister, Director of Inside Sales, ON24.
Full details on the CISP® program, including the course curriculum, application requirements, pricing, and registration process, can be found on the AA-ISP web site at http://www.aa-isp.org/CISP.php.
In addition, join the AA-ISP on August 4th for an in-depth webinar where all aspects the CISP® program will be reviewed and discussed. Full details are available on the AA-ISP Event Calendar at www.aa-isp.org
About the AA-ISP
The American Association of Inside Sales Professionals (“AA-ISP”) is dedicated exclusively to advancing the profession of Inside Sales. As the only association of its kind, the AA-ISP serves as an authoritative resource to leaders and individual sales representatives who want to take their organization and careers to the next level of professionalism and performance. Our mission is accomplished through an industry-specific focus on leadership and individual development, member forums and networking, best practice sharing, individual training, career development, sales accreditation and annual conferences.