Elevate Your Game
Get the knowledge and skills you need to compete at a higher level and build winning relationships.
Collaborate To Succeed
Identify alignments, gaps, and opportunities to create a solid, successful future with channel partners.
Forge Winning Partnerships
Standardize your sales and planning process to build lasting relationships with the right people.
ISA SalesWerks Certification is Differentiation
Exclusively for IMR members, ISA SalesWerks Certification is free and designed to propel your agency to the next level helping you improve your professionalism while building valued, lasting partnerships.
With a focus on cross-company collaboration and process standardization, this certification program will create a new alignment of expectations helping IMRs and Manufacturers develop better strategic value for each other while satisfying the End User needs. The result? A stronger, more unified relationship that’s built on transparency, trust, mutual respect, and realistic goals.
Show Manufactures your dedication to enhancing your expertise and that you’re one of the best reps in the channel.
Level 1 Certification: What It Takes
Certification at this level is all about using a proven and professional sales process in your CRM of choice, providing transparency to your manufacturing principals, and standardizing reports. A win for everyone.
Step 1: Use a Professional Sales Process
Without a roadmap for success, you’re making life a lot harder than it needs to be. Having a professional sales process adds structure to your sales activities, leading to a higher win rate and shorter sales cycles. Getting Level 1 Certified starts by utilizing a professional sales process. Any professional process will do! Don’t have a sales process? Use ISA’s proven 8-step Sales Process to help your sales team convert prospects into customers.
Step 2: Add the Sales Process to Your CRM of Choice
Using the CRM platform of your choice, add your professional sales process to your sales cycle. That’s it! (Yes, it’s that easy.)
Step 3: Upload Screenshots and Submit
Upload screenshots from your CRM demonstrating you have and use a professional sales process with corresponding probabilities by stage. Any CRM will do. Once approved, you’ll be Level 1 Certified!
Level 2 Certification: What It Takes
Build upon your certification and strengthen the IMR – Manufacturer relationship by becoming true partners in planning. Here you’ll professionalize the planning process, maximize traction, and collaboratively align expectations.
Step 1: Use the ISA SalesWerks Business Planning Tool
Use the ISA SalesWerks Business Planning Tool with your manufacturer. Joint business planning like this allows you to work closely, collaboratively align expectations, and develop sales goals together as a team. Standardizing the planning process and setting goals together is a win for everyone.
Step 2: Validate and Submit
Submit your manufacturer principal’s information so they can validate your adoption of the business plan process. Once approved, you’ll be Level 2 Certified!
“We fully endorse and support the ISA SalesWerks certification program for Independent Manufacturers Representatives (IMRs) in our channel. We believe that a professional sales team using a dedicated sales process as well as a structured business planning tool in conjunction with their Principals will enhance and improve both their own business as well as that of their Manufacturers, Distributors and End Users and will assist in the furtherance of the utilization of IMRs.”
Powerful Tools for IMRs and Manufacturers. Download them today.
IMR Fit Guide
Is this Manufacturer a fit? Objectively evaluate your options for partnerships taking the anecdotal and antiquated guesswork out of the equation.Download the Fit Guide
Assess the health of your current IMR/Manufacturer relationship. Identify alignments, gaps, and opportunities to create a solid, successful future together.Download the Scorecard
Manufacturer Self Assessment
Take an objective look at what makes you unique so you can determine the right sales strategy for your company, specific territory, or region.Download the Assessment
Sales Process Training Video Series
ISA’s standardized 8-step sales process adds structure and accountability to your sales activities, leading to a higher win rate and shorter sales cycles. From qualifying the opportunity to a negotiation strategy – with this process you’ll have a roadmap to success.View ISA's Sales Process
BUSINESS PLANNING TOOL
This tool professionalizes the planning process, maximizing traction while strengthening the Manufacturer – IMR relationship. It’s not about setting a goal, it’s about achieving it!Download the Planning Tool