What is the Certified Healthcare Sales Professional?

The Certified Healthcare Sales Professional is a globally recognised professional certification by the Global Leadership Institute (GLI), designed to equip professionals with advanced competencies in Sales & Marketing.

How long does this certification take?

The programme is 11 Week and can be completed at your own pace through our self-paced online option, or alongside live virtual sessions.

Is this certification globally recognised?

Yes. GLI certifications are internationally recognised and carry CPD credits, making them valuable for career advancement worldwide.

What level is this certification?

This is a Advanced Level certification, suitable for professionals with relevant experience or background in the field.

You can enrol by emailing info@leadership.co.ke, contacting us via WhatsApp at +254 722 223 084, or filling the enrolment form below.

Certified Healthcare Sales Professional (CHESP) | Online Certification

Executive Summary

Certified Healthcare Sales Professional

Designed for today’s high-impact professionals, the Certified Healthcare Sales Professional (CHESP) delivers a rigorous Advanced-level curriculum that equips participants with the knowledge, tools and frameworks needed to excel in marketing strategy, brand management and sales performance.

This 11 Week programme is structured around recognised marketing, brand and sales professional standards, ensuring every graduate applies internationally validated methods to real-world challenges.

GLI’s CHESP holders are recognised by leading organisations across Africa, the Gulf, Europe and the Americas as qualified, results-driven professionals. Whether you are advancing your current career or transitioning into new responsibilities, this certification provides the competitive edge you need in 2026 and beyond.

Programme Overview

Certification at a Glance

Certification

Certified Healthcare Sales Professional

Acronym

CHESP

Who Should Enrol?

Sales and Marketing Executives
Brand and Product Managers
Business Development Professionals
Account and Media-Relations Managers

Programme Inclusions

Everything Included in Your Enrolment

All study materials and study guide
Access to GLI online learning portal
Online examination and assessment
Digital certificate and digital badge
Physical certificate (shipped to you)
CPD credits for professional bodies
GLI alumni network membership
Facilitator and tutor support
Resource downloads and reference library
Automatic enrolment confirmation

Certification Benefits

Why This Certification Matters for Your Career

Career Advancement

Accelerate your career towards senior marketing, sales and commercial leadership roles

Professional Recognition

Credential aligned with recognised marketing, brand and sales professional standards

Operational Excellence

Apply world-class frameworks to improve performance and outcomes

Strategic Thinking

Develop the analytical and strategic skills demanded at the executive level

Compliance Readiness

Master the standards, compliance and ethical governance central to marketing strategy

Global Employability

Qualify for marketing strategy roles across brands, agencies, corporates and growth-stage enterprises worldwide

Competency Framework

Core Competencies You Will Develop

✦Healthcare Sales Architecture

✦Healthcare Product Prospecting

✦Clinical Value Selling

✦Healthcare Contract Sales

✦Tender and Bid Sales Interfaces

✦Healthcare Sales Forecasting

Course Curriculum

Programme Modules

The full programme, module by module.

Core CurriculumModules 1–20 · specific to Certified Healthcare Sales Professional · module 20 is the capstone

1

Healthcare Sales Architecture

Marketing and sales: scope, roles and value · The sales function and revenue engine · Aligning marketing and sales (smarketing) · Marketing and sales KPIs and dashboards

2

Healthcare Buyer Segmentation

Marketing strategy: segmentation, targeting and positioning · Consultative selling and understanding the buyer · Buyer psychology and behavioural economics in selling · The healthcare system: providers, payers and patients

3

Hospital Procurement Buying

Procurement systems, purchase orders and the buying process · Customers, stakeholders and the buying unit · Closing, buying signals and securing commitment · Selling to a buying group in complex B2B sales

4

Healthcare Product Prospecting

Lead generation, prospecting and qualification · Qualification: deciding which opportunities deserve effort · Prospecting and lead generation · Prospecting and building a pipeline

5

Medical Solution Presentation

Sector-specific selling (medical, tech, hospitality) · Consultative and solution selling · Demand planning and sales and operations planning · Comparable sales analysis and market evidence

6

Healthcare Needs Discovery

Discovery questioning: diagnosing before proposing · Discovery: understanding the problem before proposing · Discovery and needs analysis · Discovery: diagnostic questioning and needs analysis

7

Clinical Value Selling

Value propositions and competitive positioning · Value-based and dynamic pricing · Value propositions and differentiation · Commercial acumen: pricing, margin and the value of a deal

8

Hospital Account Development

Key account management and growing existing clients · Writing reports and business documents that get read · Workplace and interpersonal communication · Working and communicating in virtual settings

9

Healthcare Proposal Systems

Qualifying leads (BANT, MEDDIC) · Presenting and demonstrating · Handling objections · Negotiation and closing

10

Healthcare Contract Sales

Contract management: terms, variation and dispute · Management accounts and dashboards · Crisis support in community settings · Crisis intervention

11

Medical Product Demonstrations

Value engineering and optimisation · Realising and measuring project value · Earned value management · Communication planning and management

12

Healthcare Sales Pipeline

Pipeline management and sales forecasting · Pipeline coverage, velocity and the health checks that matter · Customer lifetime value and profitability · Negotiation with clients and partners

13

Tender and Bid Sales Interfaces

Running a tender: process, evaluation and award · Tender and bid management · Inclusive and fair value chains · Data products and stakeholder value

14

Healthcare Account Expansion

Account management, retention and growth · Operational efficiency and channel management · Negotiation and influencing · Professional and persuasive communication

15

Healthcare Renewal Systems

Transformational leadership and organisational renewal · Press releases and media kits · Crisis communications · Measurement of PR and earned media

16

Healthcare Sales Forecasting

Demand planning, forecasting and the distortion of signals · Pipeline management, forecasting and CRM discipline · Forecasting revenue and demand · Time series forecasting: trend, seasonality and the limits of the past

17

Healthcare Sales Metrics

Customer and brand health metrics · Reputation, social channels and public complaints · Serving business customers and key accounts · Value-chain and supply-chain finance

18

Healthcare Customer Retention

Client relationships, accounts and retention · Retention, loyalty and the economics of keeping customers · The marketing concept and customer orientation · Key account management and retention

19

Healthcare Sales Optimisation

Social and collaborative learning · Content curation and management · Language and communication training · Everyday security: information, devices and social engineering

20

Healthcare Sales Practicum

Crisis, resilience and contingency planning · Investor relations and market communication · Cost-to-serve and value-for-money analysis · Consolidation and group accounts

Professional ElectivesModules 21–30 · common to all GLI certifications · broaden your professional range

21

Strategic Communication and Executive Presentation

Vision, purpose and translating direction into work · Audience-centred communication and message structure · Executive leadership: the board interface and enterprise stewardship · Persuasive structure: framing, evidence and the ask

22

Leadership and Team Effectiveness

Leadership identity, style and the limits of style · Leadership assessment, feedback and continuous self-review · What critical reasoning is and what it is not · Situational and adaptive leadership

23

Analytical Thinking and Evidence-Based Reasoning

Creativity and critical-thinking development · Analytical techniques and bias · Evidence-based improvement · Problem framing: symptoms, definition and scope

24

Professional Decision-Making

Managerial decision-making, bias and decision rights · Escalation and decision-making · Decision support: briefs, options and judgement under pressure · Decision frameworks: criteria, weighting and trade-offs

25

Negotiation, Influence and Stakeholder Management

Negotiation preparation: interests, options and the walk-away · Power, followership and organisational politics · Negotiation: preparation, interests and value creation · Concessions, anchoring and the shape of a bargain

26

Project and Execution Management

Proposals, bids and the business case · Project roles and the project manager · Developing the project business case · Planning, scheduling and personal workflow systems

27

Financial Literacy for Professionals

Financial reporting standards and their application · Financial management for the operating manager · Liquidity, funding and balance sheet management · Management accounting: costing, budgeting and decision support

28

Digital Skills, AI and Technology for Professionals

Digital workplace, collaboration and user support · Productivity, collaboration and workflow tools · Tools for interaction and collaboration · Working with data: quality, interpretation and honest presentation

29

Ethics, Governance and Professional Accountability

Ethical leadership: integrity, tolerated behaviour and moral courage · Ethics, conduct and speaking up · Business development risk, ethics and integrity · AI for managers: adoption, oversight and governance

30

Personal Effectiveness, Productivity and Career Growth

Emotional competence: awareness, regulation and expression · Self-awareness, strengths and the accuracy of self-image · Emotional intelligence and self-regulation · Priority: outcomes, importance and the urgency trap

Every module opens in the learning portal with its full lesson set, worked examples, further reading and video masterclasses. 30 modules · 150 lessons.

Learning Outcomes

What You Will Achieve

Establish a comprehensive understanding of Certified Healthcare Sales Professional principles aligned with recognised marketing, brand and sales professional standards
Apply evidence-based methods to improve marketing strategy, brand management and sales performance
Master marketing strategy, segmentation and positioning and brand management and integrated communications
Apply sales process, pipeline and account management and digital marketing, content and campaigns in real-world settings
Lead risk management, quality and compliance relevant to your field
Design stakeholder engagement and professional communication strategies
Use data-driven decision-making and performance-measurement tools effectively
Apply internationally recognised best practice to advance your career in marketing strategy

Enrolment Process

How to Get Certified

🎯

Step 1: Choose Your Certification

You are viewing Certified Healthcare Sales Professional — one of GLI's 1,990+ globally recognised professional certifications.

💳

Step 2: Enrol & Pay Online — Instantly

Click Enrol & Study Online to register and pay securely via Paystack, Visa, Mastercard, M-Pesa or bank transfer. Access is granted the moment payment is confirmed.

📚

Step 3: Study in the GLI Learning Portal

Work through 15 structured modules and 75 lessons at your own pace, with downloadable resources and expert-designed content — all inside the LMS.

🎓

Step 4: Pass, Get Certified & Verified

Sit your final examination online, earn your certificate instantly, and receive a globally verifiable Certificate ID — plus GLI Alumni Network access.

🎓 Enrol & Study Online — Instant Access

Secure checkout · Instant LMS access · Globally verifiable certificate

Frequently Asked Questions

Common Questions

What is the CHESP certification?

The Certified Healthcare Sales Professional (CHESP) is a Advanced-level professional certification awarded by the Global Leadership Institute (GLI). It is designed to equip professionals in marketing strategy, brand management and sales performance with practical skills, internationally recognised frameworks, and the credentials needed to advance their careers.

Who should enrol in the CHESP?

This certification is ideal for Sales and Marketing Executives, Brand and Product Managers, Business Development Professionals and Account and Media-Relations Managers, and other professionals seeking to formalise their expertise in marketing strategy, brand management and sales performance with a globally recognised credential.

How long does the CHESP certification take to complete?

The programme is structured over 11 Week and offers flexible learning modes. Self-paced learners can progress at their own schedule, while live virtual participants follow a structured cohort schedule with facilitator-led sessions.

Is the CHESP internationally recognised?

Yes. GLI certifications are recognised across 100+ countries and are aligned with recognised marketing, brand and sales professional standards. Graduates receive a digital certificate, a physical certificate and CPD credits recognised by employers worldwide.

What is the cost of the CHESP certification?

The Certified Healthcare Sales Professional is offered in two formats: Self-Paced at USD 449 and Live Virtual at USD 649. Corporate group rates are available for organisations enrolling 5 or more participants. Contact GLI for a bespoke corporate training quotation.

What does the CHESP certification include?

Enrolment includes all study materials and study guides, access to GLI's online learning portal, online examination, digital certificate and badge, physical certificate (posted), CPD credits, GLI alumni network membership, and ongoing facilitator support.

What is the assessment format for the CHESP?

The Certified Healthcare Sales Professional is assessed through an online examination consisting of multiple-choice questions, case study analysis, and practical application assignments. The assessment is designed to evaluate real-world competency, not just theoretical recall.

What CPD credits do I earn from the CHESP?

The Certified Healthcare Sales Professional carries Continuing Professional Development (CPD) credits, which can be applied towards professional body requirements including recognised international professional associations.

Can I study the CHESP while working full-time?

Absolutely. The self-paced option is designed for busy working professionals and allows you to study when and where it suits you. Live virtual sessions are typically scheduled in the evenings or on weekends to accommodate professional commitments.

What career outcomes can I expect from the CHESP?

Graduates progress towards senior marketing, sales and commercial leadership roles. The CHESP strengthens your expertise in marketing strategy, brand management and sales performance and positions you for advancement across brands, agencies, corporates and growth-stage enterprises.

Graduate Voices

What Our Alumni Say

“

The curriculum was directly applicable to my daily work. I immediately applied what I learned and saw results within weeks of completing the programme.

Marketing Director

Private Sector

“

GLI's certification is the most practical professional programme I have attended. The international frameworks gave me credibility with my employer and clients.

Brand Manager

NGO Sector

“

I earned my CHESP while working full-time. The self-paced format made it possible, and the quality of the content is genuinely world-class.

Head of Sales

Government

Certified Healthcare Sales Professional

Certified Healthcare Sales Professional

Certification at a Glance

Who Should Enrol?

Everything Included in Your Enrolment

Why This Certification Matters for Your Career

Core Competencies You Will Develop

Programme Modules

What You Will Achieve

How to Get Certified

Common Questions

What Our Alumni Say

You May Also Like

Certified Digital Advertising and Analytics Expert

Certified Franchise Sales and Network Expert

Certified Virtual Communication Professional

Certified Retail Sales and Merchandising Expert

Certified Value Proposition and Positioning Expert

Certified B2B Sales Trainer