Sales Management · Accredited certification
CISM
Certified International Sales Manager (CISM)
Why sales management matters
A sales team performs to the system it works in. When territories are balanced, quotas are realistic, pay plans reward the right behaviour and managers coach in the field, salespeople spend their time on the customers and deals that matter, and results become easier to predict.
When that system is missing, the best accounts cluster with a few people, targets feel arbitrary, incentives reward volume over profit, and underperformance surfaces only at review time. This programme gives sales managers one framework from the sales process to performance evaluation, leading to the Certified International Sales Manager (CISM) designation awarded by the American Certification Institute (ACI).
What you will be able to do
- Plan sales calls around customer needs, handle objections and close with suitable techniques
- Design or rebalance territories and set sales, activity and profit quotas
- Recruit and select salespeople against clear role profiles, then plan their onboarding and training
- Compare salary, commission and combination pay plans and design incentives linked to sales objectives
- Coach salespeople through joint calls, structured feedback and individual development plans
- Analyse sales volume and cost, set balanced measures and run fair performance reviews
Course outline: 7 modules
Each module below shows what it covers and what you will be able to do at the end of it.
1. The Sales Process: From Planning to After-Sales Service
Covers the stages of the sales process, from prospecting and planning the call through closing and after-sales service.
- Map each stage of the sales process to the activities it requires
- Plan sales calls around customer needs and objectives
- Handle objections and close deals with suitable techniques
- Build after-sales follow-up that supports repeat business
2. Sales Territories and Quotas
Covers designing sales territories and setting realistic quotas that align sales effort with market potential.
- Design or rebalance territories based on workload and potential
- Set sales, activity and profit quotas for the team
- Monitor territory coverage and adjust targets when needed
3. Staffing and Training the Sales Force
Covers planning sales headcount, recruiting and selecting salespeople, and building effective onboarding and training.
- Define role profiles and selection criteria for sales hires
- Run a structured recruitment and interview process
- Plan onboarding and ongoing training for the sales team
4. Motivating and Compensating the Sales Force
Covers what drives salespeople and how pay plans, incentives and recognition can be designed to reinforce the right behaviour.
- Identify the main motivators for individual salespeople
- Compare salary, commission and combination pay plans
- Design incentives and recognition linked to sales objectives
5. Coaching the Sales Force
Covers the sales manager's role as coach, using field observation and feedback to develop each salesperson's skills.
- Observe sales calls and identify skill gaps
- Give structured, constructive feedback after joint calls
- Agree individual development plans with salespeople
6. Sales Leadership
Covers leadership styles and behaviours that help sales managers set direction, build trust and lead teams through change.
- Adapt leadership style to the situation and the salesperson
- Communicate sales strategy and priorities clearly to the team
- Handle conflict and underperformance fairly and promptly
7. Sales Performance Evaluation
Covers evaluating sales results and individual performance using sales, cost, activity and qualitative measures.
- Analyse sales volume and cost by territory, product and customer
- Set balanced performance measures for salespeople
- Run fair performance reviews and agree corrective actions
Programme details
| Award | Certified International Sales Manager (CISM) designation, issued by the American Certification Institute (ACI) to candidates who pass the final exam. |
|---|---|
| Using the title | Holders may show the CISM initials or the full title on business cards and professional profiles. |
| Who it suits | Sales and marketing professionals, and non-marketing staff who want a clear view of selling versus marketing for career planning. |
| Exam route | Training is completed with an ACI partner, followed by the single ACI final exam of multiple-choice questions. |
| Training formats | ACI recognises both classroom training and online course training as routes to its certifications. |
| Related ACI awards | Certified Marketing Professional (Level 1), Certified Marketing Manager (Level 2), Certified International Professional Negotiator and Certified International Customer Service Professional. |
Your path to CISM certification
- Enquire and choose your format. Classroom in Cairo, live online, or an in-house cohort for your team.
- Learn the seven modules with practitioners. 42 hours over 7 sessions of interactive work, practical case studies and discussion, every live session recorded on our learning platform.
- Practise with module tests and question banks. Exam-style questions with instant results, so you reach the final exam ready.
- Sit the ACI final exam. One final international certification exam of 80 multiple-choice questions, taken at Transights, an approved ACI exam centre.
- Earn the CISM designation. ACI issues the Certified International Sales Manager designation to candidates who pass, and you may show the CISM initials or the full title on business cards and professional profiles.
- Keep building. Related ACI awards include Certified Marketing Professional (Level 1), Certified Marketing Manager (Level 2), Certified International Professional Negotiator and Certified International Customer Service Professional.
What you walk away with
- A sales management system you can apply the next working day, from territory design and quotas to coaching and performance reviews
- The Certified International Sales Manager (CISM) designation from ACI, to show on business cards and professional profiles
- Recordings of every live session, official study material, question banks and module tests on our learning platform
- Support until exam day, then a next step into related ACI awards in marketing, negotiation and customer service
Want the full picture?
The CISM brochure has the complete module outline, exam facts and delivery options in one PDF.
Download the CISM brochure (PDF) Enquire about the next cohort
How you will learn
- Classroom: Interactive sessions at our training and exam centre in Nasr City, Cairo, Egypt.
- Live online: Instructor-led virtual classes for participants anywhere in the region.
- In-house: A private cohort for your team, at your premises and tailored to your context.
- Every live session recorded: Watch any session again, or catch up on one you missed, on our learning platform.
- Official study material: Books, handbooks and course files for the programme, in one place.
- Question banks and module tests: Exam-style practice with instant results.
- Support until exam day: Keep studying on the platform after the live sessions end, right up to the exam.
Exam and certification
American Certification Institute (ACI)
| Exams | 1 final international certification exam |
|---|---|
| Questions | 80 multiple-choice questions |
| Where you sit it | At Transights, an approved ACI exam centre |
| Certificate | Certified International Sales Manager (CISM), awarded by ACI |
Who should attend
- Sales managers and team leaders
- Business development managers
- Senior sales professionals moving into management
Frequently asked questions
What is the CISM course?
The Certified International Sales Manager (CISM) is a professional certification from the American Certification Institute (ACI). It builds capability in sales management, business development, leadership, sales strategy, team management and performance improvement, through interactive sessions and practical case studies.
Who should take CISM?
It suits: Sales managers and team leaders; Business development managers; Senior sales professionals moving into management.
How long is the CISM course at Transights?
42 hours, 7 sessions. It runs live online, in class in Cairo, or in-house for company teams in Egypt and the GCC.
What is the CISM exam like?
1 final international certification exam. 80 multiple-choice questions. Where you sit it: At Transights, an approved ACI exam centre. Certified International Sales Manager (CISM), awarded by ACI.
Who awards the CISM certification?
ACI awards the certification. Transights is an approved partner of ACI.