In this episode of SalesTV, ISP leaders Helga Saraiva, Matthew Nicolle, and Dr. Ram Ramraghvan explore what changes when Sales begins to define and adopt shared standards. The conversation examines how clearer expectations impact training, hiring, and performance management, while also addressing the role of ethics, accountability, and global consistency in shaping the profession. It also considers how standards influence the way Sales is perceived both outside and inside the organization, and what that means for credibility, development, and long-term performance. Across these perspectives, the discussion surfaces the practical implications of moving from individual interpretation of what “good” looks like to a more consistent, shared understanding of Sales best practices. Chapters 00:00 – Intro - Why Sales Has Never Had Shared Standards 02:24 - When a Profession Begins Defining “Good” 04:28 - What Problems Sales Standards Actually Solve 06:53 - How Standards Build Trust Inside Sales Organizations 10:08 - Do Salespeople Care About Standards or Just Results 14:18 - Is Sales Ultimately About Money or Something More 18:52 - Culture Leadership and the Reality of Sales Behavior 24:10 - How Standards Impact Hiring Training and Retention 28:24 - The Future of Sales 10 Years After Standards In this episode, we asked… * How does a profession know when it’s time to start defining its standards? * What problems do shared standards solve for sales organizations? * How do professional standards influence trust? * Do sales professionals actually care about shared standards, or are results all that matter? * Is it all about the money in sales? * How do shared standards influence sales hiring and training? * Ten years from now, when global standards are widely adopted, what does the sales profession look like? Key Takeaways * Sales and standards are not at odds - higher standards are what drive better outcomes. * As buyers gain more access to information, the salesperson’s role shifts from provider to guide. * Professional standards shape not just customer interactions, but internal trust and culture. * Without shared standards, sales performance becomes inconsistent and difficult to scale. * When standards are adopted, sales becomes a profession of choice, not a fallback. Sales standards are becoming increasingly important as organizations look to improve sales performance, strengthen sales training, and create more consistent customer outcomes. Without clearly defined standards, sales teams often struggle with inconsistent coaching, uneven execution, and unpredictable revenue results. As the sales profession continues to evolve, companies are placing greater emphasis on structured onboarding, ongoing development, and ethical selling practices to better align with modern buyer expectations. Establishing shared standards helps organizations improve hiring, develop talent more effectively, and build scalable sales performance across teams. The Leaders of the ISP look forward to the day where Sales is no longer a job people fall into. Instead, Sales is pursued as a lifelong, valued career. About SalesTV SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe. About the Institute of Sales Professionals The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession. @SalesTVlive @InstituteofSalesProfessionals #SalesStandards #SalesTraining #SalesEnablement #B2BSales #RevenueGrowth #Sales #SalesLeadership #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com
