Serving a national need for sales skills
Founded over 140 years ago, the Canadian Professional Sales Association (CPSA) has a long history of helping salespeople develop their skills and improving professional standards.
In recent years, the organization has been focusing on taking professional development to the next level by creating a national professional sales competency framework. Designed through consultation with more than 100 sales professionals from across the country, the competency framework has been built by the industry, for the industry. It aims to support salespeople throughout their career, from new starters through experienced negotiators to senior sales leaders—providing professional development for all.
Nick Crowe, Vice President, Learning Solutions at CPSA, explains: “Once we had our competency framework in place, we needed to make it accessible to as many of our members as possible. That was a challenge, because we had traditionally used an in-person, paper-based approach to delivering training and exams, which made it difficult for sales professionals outside of the major cities to engage with us.”
Accessibility is particularly important because Canada is facing a skills gap in the professional sales sector. To help bring new people into the profession, CPSA also aimed to build an accreditation program that would enable postsecondary education providers across the country to deliver accredited courses aligned with CPSA standards and exams.