The Compendium of Professional Selling (CoPS)

The next evolution of the sales profession is upon us...

This evolution will occur when each sales professional can customize their own selling system based on the entire body of sales knowledge available to them. We are facilitating this evolution through the objective definition of what professional selling is. Until this point, by focusing only on certain aspects of the sales process, training systems, books, tapes, methodologies, and approaches have not provided the overall framework for the structure of the sales profession. This makes it difficult for individuals to understand how an input (like new training) can fit into the overall context of what they know. Until today, a sales professional had to learn individual aspects of the profession on their own over years and years of selling. The Compendium of Professional Selling attempts to fill this void by providing a framework that represents the totality of the sales profession - a framework to provide structure to the entire body of sales knowledge.

An analogy offers another way to understand this.

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How is the CoPS leveraged by people?

• Increased level of skill and knowledge
• Increased confidence and self-esteem
• Employee bonuses
• Improved productivity, efficiency and increased earning potential
• Improved career growth opportunities and advancement
• Credibility, with customers and within your company
• Competitive edge
• Recognition from peers

How is the CoPS leveraged by organizations?

• Set a measurable benchmark within the sales team
• Differentiate your sales team
• Decrease turnover
• Set a hiring standard for new staff
• Increase credibility of the sales team
• Assist with ongoing training and career development
• Demonstrate your commitment to the profession
• Give sales managers a tool for developing their team

Customization and Personalization

With the UPSA Standards as a personal competency framework, salespeople can begin the process of customizing their own sales system. This is because the training they receive from sales trainers (not UPSA) is more efficiently ingrained because our framework for organizing knowledge allows individual's to process all the training and information they receive throughout their career. This means they get better, quicker, and faster.

Since we are not a sales training company (we only train people on our standards), UPSA offers compliance assessment of all sales training to help you determine those who meet UPSA's "Seal of Approval" and comply with our sales framework and ethical code. The way we do this is through objectively measuring the program for compliance against the standards found in the Compendium of Professional Selling.

With these UPSA standards, all sales people across the entire organization have the same common understanding and common language. This means increased organizational effectiveness and corporate-wide focus. That allows the organization to can focus on making more money, driving more revenue, and making customers happier with (not against) the efforts of their sales team.

Each sales professional is unique. Learn from our research, experience and collective success. Leverage the 9 Key Drivers of Success (called the 9 Selling Ability Areas in our Compendium of Professional Selling).

Each sales organization is unique. Build best practices within the framework we provide. Achieve internal alignment and more accurately diagnose individual strengths and weaknesses of your sales team.

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