Does Sales Certification Matter in Sales?

Take a look at most any IT professional's business card or email signature and you are quite likely to see a string of letters following their name or title. Those letters represent industry specific certifications that were earned. In the IT world, some employers demand specific certification for certain positions and several positions are only open to candidates possessing a specific certification.

While sales certification is a widely accepted and integrated part of some industries, how important are they in the sales industry? More importantly, why should you consider studying for and earning a sales-specific certification?

The True Value

Before we discuss the marketability of a sales certification, it is important to realize the true benefit of any certification, let alone one geared for sales professionals: the benefits you should realize in your life and in your income.

Getting a sales certification for the sake of getting a certification is missing the entire point of the certification process. When it comes to a sales certification, the journey is significantly more important than is the destination. Keep this in mind while continuing this article.

Get the Edge!

When it comes to job searching, everything counts. The way you dress, the way you shake hands and how well written your resume is. If you are competing for a position against another candidate with a similar amount of experience and education, having a sales certification may be the edge you need to land the position.

Investing the time, energy and capital it takes to complete a sales certification like the CPSP reinforces your commitment to excellence. This reinforcement of your dedication not only shows your employer or potential employer that you are not just someone looking for a sales job because you can't find any other position, but it also confirms your commitment to yourself. Completing a certification is more than just a matter of checking boxes and answering a few questions: it takes focus, emotional fortitude and, at times, an honest look inside of yourself.

Be a Leader

A sales certification such as the CPSP offered by NASP positions you above many others less dedicated to sales excellence. While adding the CPSP letters after your name may not instantly get you promoted, a new job or a million-dollar sale, it may position you as a recognized sales professional. And that position alone will vault you to a leadership status among the vast majority of sales teams.
Thomas Phelps
Thomas Phelps> all articles
Thomas Phelps is a professional life coach, focusing on small business owners, sales professionals and entrepreneurs. As a small business owner, Phelps works with clients around the world, providing both coaching and professional writing services.

Phelps is the creator of the "Essential Needs Sales Model" and has crafted a unique and highly effective sales coaching practice that helps turn struggling professionals into top achievers.

As a professional writer, Phelps has written countless articles on sales, management, personal development, business ownership and the pursuit of success. He is the Guide for Sales Careers on, sales expert and featured author for the National Association of Sales Professionals ( and works with businesses of all sizes in crafting compelling content that delivers results.

He is the author of two fiction novels and has ghost written two books for well known leaders in the personal development industry.

  • /data/userPictures/2D9D22D6-D7C3-487D-BAD2-AE761F3EE556.jpgPaul Lowe8/28/2014 12:24:20 AM
    "Getting a sales certification for the sake of getting a certification is missing the entire point of the certification process."

    True, Thomas. Admittedly, I was guilty of this until completing the CPSP course yesterday. Definitely changed my entire perspective and I'm glad to have made the decision to participate for my own professional development.

  • /data/userPictures/C3411CCD-8FA1-4F25-BE8C-0D1CF6FCC575.jpgDavid Lovelace2/15/2016 2:38:18 PM
    Agreed Thomas. It is the journey that matters and the commitment to transform oneself to achieve one's inner greatness. It's easy to blow through the CPSP lessons, however, with focus and determination personal transformation occurs! Cheers to all who choose to overcome Deception! David

  • /_ckcommon/images/blanks/userPictureFemale.jpgSally Isok10/31/2016 1:28:26 PM
    Currently i'm 3 days away from completing CPSP and i'm happy to see the outcomes as the program itself made me so aware of myself, my inner state. i was amazed to witness the phases of personal transformations from inception to the identity. I'm motivated, dedicated and ready to go as i know there is nothing wrong with me as a human being, i like everyone else need the right guidance. And i'm lucking to be guided by Rod through his videos and published materials i'm gonna put into the daily life.

  • /data/userPictures/FDDA2016-4908-48B3-BC6E-DF0A9714913F.jpgAlfonso Hernandez, Jr.3/15/2017 11:17:17 PM
    Thomas, you have definitely highlighted the reasons why I was seeking the CPSP course. More companies should help their sales associates to want to achieve "excellency" in their career.