Corporate Partner Pilot

Results of Corporate Partner Pilot Conducted between 2024 and 2025.

Between 2023 and 2025, a handful of organisations participated in a unique corporate partner pilot program with the CISP.

Members of their sales teams – across varying levels of experience, seniority and responsibility, had their knowledge and experience baselined using the CISP Sales Capability Assessment ("SCA"). Depending on their respective SCA results, individuals were directed into the CISP’s Self Directed Continuing Professional Development ("CPD") platform where they consumed a variety of precisely targeted CPD resources specifically tailored to their individual learning needs coupled occasionally with more traditional training materials. Importantly, they were able to consume as much of that content as they wanted and to do so at their own self-directed pace.

After a year, their SCA’s were run again and the deltas between those results and the initial baselines were measured. Several organisations also shared internal quota performance data for sales team members, providing the ability for us to associate the correlation between the amount time individuals engaged with the CPD, improvement in their SCA scores and performance against sales quotas. It should be noted that in the case of the senior sales executives and managers the majority of whom completed Level 6 assessments, some quota results were gathered at team or business unit level rather than individually.

There are four SCA assessment levels, all of which directly map across into the ISP’s Sales Capability Framework. The lowest – Level 3, caters for inexperienced salespeople, typically, with less than two years of experience. The highest – Level 6, caters for highly experienced Chief Sales Officers and Directors of Sales, often with 20 or more years of experience.

Below are outlined in detail the results for one organisation in the pilot who put 49 of their BDM’s, relationship managers, Sales Managers and Sales Directors through an SCA followed by individually customised CPD programs. The horizontal axes represents the average number of hours spent each week on the CPD platform (as informed by the individual SCA reports), while the vertical axes represents the corresponding increase or decrease in SCA scores between their pass 1 baseline and pass 2 reassessments after 12 months. The relative size of the bubbles represents the percentage increase (darker-colored bubbles with white text) or decrease (faded bubbles with red text) in actual sales quota achievement.

Participating Partners