You Are A Sales Person; But Are You A Sales Professional?

Written by Sean McPheat |

29 August, 2012

Over the years, it seems the concept of a “Professional” has lost its luster. The word “professional” is loosely defined most simply as, “Someone who gets paid for what they do…”, and that may apply to many professions. When it comes to the profession of selling however, I believe the term “Professional” demands far more stringent qualifications.

My definition of a “Sales Professional,” looks more like this:

“An EXPERT advisor: One who has ultimate knowledge and expertise in a particular field and uses such to HELP their clients solve problems and get what they want and need. One who has invested many years in related education and continues to learn how to increase, grow and become more effective, proficient and efficient at serving the needs of their patrons.”

Or something like that.

So, here is a question for you…

Just how much time and resources have you invested in education and training in your profession?

A high-level sales professional’s income will easily rival or exceed that of a world-renowned brain surgeon. However, many sales people want that type of income, but are not willing to make the investment to get it. The fact is that the brain surgeon, after high school, spent 8 to 12 years or more of schooling in preparation for the profession. The doctor then invested 60 to 100 hours a month in continuing education, internships and specialized training, easily totaling 30,000 to 50,000 hours of tangible professional training.

Now ask yourself, “How much time have you invested in your professional training?” If it is only a fraction of the time the brain surgeon invests, then can you understand why you only EARN a fraction of the income?

Many people feel that selling does not require nor demand the same level of training as other fields do, such as medicine, engineering or law. However, professional selling requires as much training and education or more.

I don’t know who it was that said, “You only get out of a thing, what you put into it…” But I do know that you can only reap what you sow.

To Increase Your Income, Increase Your Investment
You must seek out knowledge of your industry from every source, not just from your company and management team. You must take time to study and learn everything there is to know about your competition, your industry, your company and its history. You need to seek out and absorb all the information available in your field in areas such as:

• Sales and updated selling techniques
• Your competition
• Technical aspects related to your industry
• Modern tools and methods
• Internet technology
• Human nature and basic psychology
• Your industry’s past and future
• Your prospective clients
• Legal aspects relating to your industry
• Time management
• Oral and written communications
• Goal setting
• And much more

As I do, you should invest at least 10 to 15 hours a week learning and improving yourself.

Selling is the highest paid profession in the world…and it is not by accident.

Happy Selling


Sean McPheat
Managing Director
MTD Sales Training

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