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What is a profession?

A profession is a vocation requiring specialised knowledge and a commitment to lifelong learning. Doctors, Lawyers, Engineers, Architects belong to their profession. Actuaries are seen as professionals. Accountants are required to belong to a professional body or association. Even midwives, teachers, nurses and dentists can be part of a profession.

But, what about sales people?

Perhaps it is because the job of a sales person is easier? Well, no, especially in this competitive society we live in. Knowing how to sell, understanding people, being experts in your industry, your customers industry and your products is only a start towards being successful in sales. Dealing with purchasing teams, different decision makers and influencers, trying to align internal processes in our own organisation, and understanding complex buying processes just add to the list of things sales people must excel at.

Maybe sales people see themselves as inferior?

Yes, this certainly happens often. But, this should never happen to sales professionals who understand that business in not done until a sale is made. Sadly accountants, engineers, lawyers and other professionals think they can sell well. They think sales is easy, and all sales people are, well , sales people.

But anyone can “get into” sales.

This is true. Unfortunately. And also, many people start out in sales while they look for a real job. Not everyone can declare themselves to be a Doctor, or an Engineer. They certainly can declare themselves to be a sales person (although generally referring to themselves as “business development” or “account managers” or other fancy titles).

And you don’t need to study to be in sales!

Unlike dentists, nurses and lawyers sales people do not have to go to college or university to find a job in sales. This then leads to the mistaken view that sales people don’t need to learn or study anything to succeed. Perhaps a 2-day course and they are set for life. Believe this, and you will be in the 80% of sales people that fail, or at best, only manage to survive.

So, what makes up a profession?

It is generally accepted that there are certain principles (tenets) that make up a true profession. These generally include:

1. A defined, specialised body of knowledge

2. Standards for entry

3. Code of ethics

4. Service motive

5. Sanctioning organisation

How does UPSA-SA provide this?

A defined, specialised body of knowledge - The Compendium of Professional Selling (the “CoPS”) is a concise but comprehensive summary of the profession of selling. It is a sales framework about what the sales profession is (as opposed to how to sell).

The CoPS helps understand how to align the selling organisation to the buying organisation. It also clearly defines the universal buying phases and explains how to align sales processes to these buying phases.

Importantly, it also defines the sales ability areas or competencies needed for sales people to succeed.

Standards for entry – UPSA-SA provides a test on the CoPS allowing an award of a “Certified & Registered Sales Professional (CRSP)”. This gauges a person’s ability to understand the core tasks and essential selling activities required to be successful. It is measurable on the understanding of each knowledge area.

UPSA-SA also provides for ongoing sales education required to keep certification.

Code of ethics - UPSA-SA has a code of ethics that is enforced by the UPSA-SA ethics committee, with the ability to revoke membership or certification if applicable. It is largely self-policing, but UPSA-SA does provide information or opinion on particular situations. The code of ethics is part of the CRSP certification process, and CRSP holders are required to sign the UPSA-SA code of ethics.

Service motive - It is vital that sales professionals find ways to make clients more successful, and ‘serve’ them in the best interest of each client. It is also important for sales professionals to find opportunity to work with other associations and/or serve their communities if possible.

UPSA-SA is active in this regard and members are encouraged to contribute towards the Ubuntu Mission project wherever possible. More information on this project can be found here ……….

Sanctioning organisation - UPSA-SA is an non-profit organisation owned by the members. UPSA does not advocate one method (the how) of selling over another, and seeks to ensure impartiality in terms of service providers.

In conclusion, all our work translates to creating:

AN EQUAL FOOTING WITH OTHER PROFESSIONS.