What truly defines professionalism in sales? In this episode of SalesTV.live, host Rob Durant and guest Jon Nicholson explore how integrity, conduct, and continual learning elevate sales from a job to a profession. Jon shares why “Professionalism starts with how you show up” and how ethical behavior, consistency, and standards of conduct shape both personal credibility and the reputation of the entire profession.
Chapters
00:00 Intro – Is Sales a Profession or Just a Job
01:10 Jon Nicholson’s background and leadership journey
03:10 When sales is a job vs when it becomes a profession
05:10 How professionalism starts with how you show up
07:10 Sales as a service – why ethics matter
10:20 Onboarding and developing young sales talent
13:30 Coaching vs managing – building capability not compliance
15:30 How early-career sellers build credibility and trust
18:45 Balancing quota pressure with continuous learning
21:40 The value of career-long development and reflection
23:40 Final takeaway – professionalism starts with how you show up
In this episode, we asked:
* What makes someone a sales professional
* How does professionalism show up in everyday interactions with customers and colleagues
* How can ethics and integrity strengthen credibility in sales
* What would move sales closer to recognition alongside established professions like law, medicine, and teaching
* Would formal standards or licensing help sales gain professional status
Key Takeaways
* Professionalism in sales is proven through consistent behavior, not claimed by title or quota
* Ethics and integrity build credibility and lasting trust with customers and colleagues
* Sales is a service - focusing on helping, not just selling, elevates both buyer and seller
* True professionals keep learning; continual development keeps skills and ethics aligned with today’s business world
* Treating sales as a profession means holding yourself to standards that earn respect across industries
Professionalism in sales goes beyond hitting quota or achieving targets. It’s about consistency, integrity, and showing up every day with purpose. In this conversation, Jon Nicholson explains how the standards that define great sellers-ethics, empathy, and continuous learning-also define great organizations. We discuss why credibility in sales begins with trust, how professionalism influences customer perception, and what sales teams can do to elevate the reputation of the entire profession. Whether you’re new to sales, leading a team, or shaping enablement strategy, this episode highlights the behaviors and mindsets that separate professionals from performers.
The ONE THING Jon wants you to take away from this discussion -
Professionalism in sales isn’t something you claim by title or quota. It’s something you prove through how you show up - with integrity, ethics, and consistency.
About SalesTV
SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.
About the Institute of Sales Professionals
The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.
@SalesTVlive @InstituteofSalesProfessionals
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