What Do All Professions Have in Common? This is the question we asked early on in our journey...
UPSA helps sales professionals and management take sales effectiveness to the next level. Our philosophy dictates that we provide a solid grounding in the principals, practices, and professional standards for the sales profession.
What makes a profession a "real" profession?
Isn't selling a "profession?"
There are five distinct attributes of sales professionalism that the United Professional Sales Association has created and supports. These attributes are:
1. A Unique Body of Knowledge – The “Compendium of Professional Selling” (CoPS) is a manual that guides individuals to the academic, corporate, and competitive framework found within the profession. It addresses the “what” of sales across a broad scope. It encompasses the components of the sales process, the elements of (and inter-relationship with) the environment around the sales process, and the competencies and proficiencies a sales professional needs to be successful.
What this means: Salespeople and hiring managers can customize their own approach and objectively determine strengths and weaknesses.
2. Standards of Entry – By providing an exam testing selling knowledge and ethics as well as requiring continuing education UPSA bestows a designation that serves as a minimum standard of entry into the profession. Our work and goal is to be the guardian of these global standards; which includes administering the certification test and awarding letters for use after someone's name. The UPSA framework also provides the tools for sales people to know what steps will work for them to achieve increased revenues.
What this means: The UPSA credentialing exam provides a standard of entry when coupled with revenue or quota success can provide a true sense of the potential of all sales professionals. Get the CRSA or CRSP before you get left behind.
3. A Code of Ethics - By administering and managing a "self-policing ethical code" individuals within the profession are encouraged, and all UPSA members are required to comply. This builds trust that salespeople are using appropriate behavior to achieve their business objectives. This protects the buyer, the organization, and the salesperson. The question buyers should ask; "Am I buying from an UPSA certified person, or am I buying from just anyone?"
What this means: Every profession "around the table" in the business-to-business world subscribes to their own ethical code and also polices their own code within their profession. If you don't have an ethical code you follow, and you are in the sales profession, the question is: "Why don't you follow an ethical code?"
4. Service Orientation to the Profession and the Community: Until now, sales professionals have traditionally been viewed as focused on personal financial gain. Also, until now there has not been an avenue for salespeople to share their knowledge and experiences with other salespeople and the local community.
What this means: To be a great leader, you must learn to serve others. The word "Sales" comes from the Icelandic word meaning "To Serve." Since when did it become "To Take"?
5. A Sanctioning Organization: The final requirement for creating a recognized profession is the authenticating body that provides leadership, establishes standards, and provides means of communication and coordination among practitioners. The United Professional Sales Association (UPSA) has taken a lead in providing this guidance. The organization is run "by salespeople, for salespeople" and is not owned or influenced by special interests.
What this means: As a non-profit, this is not someone's idea for getting rich. On the contrary, our Board Members have contributed thousands of dollars to funding the organization. It's important for everyone in the profession to have this organization free from special interests and focused on advancing the profession of sales. All donations made, including dues, are tax deductible!
Get a copy of the Compendium of Professional Selling (available for immediate download)
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The UPSA Standards Philosophy