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WHAT DOES IT MEAN TO BE A PROFESSIONAL? By Tom Reilly, author of Value Added Selling (McGraw-Hill, 2003) Just as calling oneself a professional does not make one a professional, working in a profession does not make one a professional. Being a professional is more than working in a profession. It seems that every field and every occupation likes to brand its members as professionals. Occupational repositioning and overuse of the word “professional” trivialize the concept. We all have a sense of what it means when someone says, “He or she is a real professional.” It’s very much like a “good attitude.” You know it when you see it. Professionalism is earned, not superficially applied. Choose your example: military, law, medicine, sports, arts or teaching. Each requires preparation, ethical standards, and performance excellence. Professional soldiers train constantly for the wars they hope they never have to fight. “During times of peace the most important task of any military is to prepare for war.” (Warfighting, General A.M. Gray, Commandant of the Marine Corps) Professional actors and musicians rehearse for weeks and months for a precious few minutes in the spotlight. Professional athletes prepare their whole lives for the game under the lights. Legal and medical professionals study for years for the privilege to serve in their field. Teachers attend school throughout their careers to maintain their credentials. The practice-to-play ratio in these fields discourages all but the most committed members of these professions. And that’s the way it should be. Being a professional is hard work. That’s why there are fewer than the euphemists would have us believe. Professionals work in a specialized field of study that requires preparation and adherence to principles and standards. These scrupulous, high achievers carry themselves differently than the rest of the pack. Their demeanor is their differentiator. Their commitment to excellence is part of their legitimate claim to the label, “professional.” To become a professional salesperson, you must: study constantly and prepare routinely; hold yourself to high personal standards; and commit to excellence in all you do. Back to the Sales Bytes Article List
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