Everest, one of the UK’s leading home improvement companies, has gained a prestigious award from the Institute of Sales Professionals (ISP) for its commitment to ethical selling and customer service after its sales force passed the rigorous ISP professional registration exam.
Usually, the Investor in Sales award is conferred when at least 75% of a sales team passes the exam which tests selling skills, knowledge, professional ethics and decision making, but Everest was keen to make sure that all their salespeople were included. Consequently, every tier of the company’s sales team – around 200 consultants, managers, trainers and leaders – took and passed the test.
To qualify, candidates need to achieve a minimum score of 85%. Salespeople must re-take the exam every two years to ensure their skills and knowledge remain current, allowing them to stay on the ISP’s professional register of competent and ethical salespeople.
Customer assurance
In future, every new salesperson joining Everest will take the accreditation as part of their recruitment and training.
Gary Pickering, Chief Growth Officer at Everest, said, “I am delighted our entire sales team has achieved this important milestone. This means there is no one managing or selling for Everest who has not passed this key assessment.
“We are fully committed to delivering exemplary customer service, which is why we are the only home improvement company in the UK with this accreditation. All our sales consultants visiting customers’ homes will hold this qualification so our customers can be assured they will receive the best possible service in the market. Trust and ethical behaviour are crucial in selling, and every one of our sales team has made this their priority.”
With a rich background in working for business-to-business and business-to-consumer brands, Pickering emphasised that expert selling, where integrity and ethics come first, is not only the right thing to do but also beneficial for business. Comparing sales figures year-on-year, Everest has seen a remarkable increase in market share and he noted: “If you act ethically in sales, it will not only excel the customer experience, but also have a positive impact on your commercial success.”
Boost to business
Patrick Joiner, managing director of the Institute of Sales Professionals, said: “Well done to the whole sales team at Everest. They have worked hard to achieve this award because they recognise that ethical, professional selling is all about good customer service.
“Sales standards and integrity are important in their own right, but Everest is showing that a focus on ethical selling is also achieving a boost in business.
“At the Institute, we know that salespeople who are encouraged to focus on their continuous professional development or CPD, feel supported and see their careers progressing with a range of skills and qualifications. Consequently, they become more committed and will go the extra mile for their customers, and deliver better results for their employers as well.”
“A good career in selling can pave the way for senior roles across different sectors and organisations because salespeople acquire vital business skills, from essential talents like emotional intelligence and people skills to a wider commercial understanding of their own and their customers’ businesses. CPD is the dividend that keeps giving.”