Professional is a term we reserve to describe someone who operates at the top of his or her game. The dictionary describes professional as “engaged in a specific activity as a source of livelihood; performed by persons receiving pay; having great skill or experience in a particular field or activity; one who has an assured competence in a particular field or occupation.”
We use synonyms to describe professionals: accomplished, gifted, polished, capable, big-league, topnotch, talented, expert, virtuoso, maestro, genius, prodigy, conscientious, and top-flight. At a gut level, we know a professional when we see one. This person stands out from the crowd. There is something visibly and viscerally different about this person: their knowledge, skill, execution, preparation, attitude, and the way they carry themselves. These people serve as a benchmark for the rest of their profession. Do your customers and peers say this about you?
Professionals may enter this world with natural talents, but they do not reach the peak of their profession by luck or birthright. They work hard to get there and even harder to stay there. You don’t see them resting on their laurels once they achieve professional status; they realize that professionalism is a dynamic state of mind and matter.
Professionals begin their journeys with preparation and training. They study; they practice; and they continue to grow. Professionals learn as much as they can about their profession. Professional salespeople study their products, their companies, their customers, their markets, and their competitors. They have an insatiable desire to learn and develop. Professionals realize the one product over which they have the most control is themselves.
Professionals invest heavily in training. When they’re not selling, they’re training—reading, studying, and practicing. Imagine armies going into battle without extensive training. Would a professional sports team face an opponent without training for the competition? Would you go to a physician who lacked the training to treat you? How far would you travel on an airline piloted by someone who once read a book on flying? How many musicians perform without ever practicing their music? And their training is ongoing. Most professions require members to attend continuing education programs and earn credits for their participation. These professions understand that professionalism is a journey, not a one-time event.
Professionals carry themselves differently. You see it in their demeanor. It’s the way they walk and talk. It’s their appearance. They look like professionals. They behave like professionals. And this behavior is tied to their attitudes. Professionals commit to something bigger than themselves. Professionals subscribe to a code of ethics that define standards of performance: excellence, integrity, and selflessness. They take pride in what they do and how people view them. Professionals will take a risk to stand out from the crowd. They make it a habit to do what others consider to be a hassle. They richly deserve the recognition and respect that others give them.
As a salesperson, you never reach the top of your field until the customer says, “There goes a real pro.” You don’t reach the top of your profession until you are the benchmark by which every other salesperson is judged. Your customer deserves to deal with the best. Your company deserves the best representation you can offer. And you owe it to yourself to have others call you a professional.
