Open Source Selling? The Next Evolution? The Next Revolution


"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. "Source code" is defined as the inner working and competitive advantage of operating systems and other computer programs. In open-source frameworks, the source code is freely available for all to see -- and improve upon.

It doesn't stop at the access to the source code however. Open-source standards have been developed that also allow for the free distribution and re-distribution of the source code so others may leverage the program within their own applications and environments.

It is within these parameters that an organization has created the open-source framework for the sales profession for so organizations may customize, assess, and improve their methodologies and systems. This approach allows other departments (such as HR, Project Management, IT, Fulfillment, and Marketing) to understand the sales profession and help ensure customer satisfaction, customer loyalty, and revenue growth.

Is this even possible? Let's look at what it would look like.

The distribution terms of an open-source selling framework would be as follows:

1. Free Redistribution!
The license does not restrict any party from selling or giving away the open-source selling framework as a component of an aggregate methodology containing training programs, seminars, or other sales training from several different sources. The license does not require a royalty or other fee. This is because by constraining the license to require free redistribution, we eliminate the temptation to throw away many long-term gains in order to make a few short-term sales dollars. If we didn't do this, there would be lots of pressure for us to be a "sales training company." We believe that sales training companies provide their services better than we ever could.

2. We Provide the Source Framework!

3. It Must Allow Organizations to Customize Their Own Approach!
The license must allow modifications and derived works based on the framework of selling, and allow the derived works to be distributed under the same terms as the license of the original, if you choose. The mere ability to obtain the open-source selling framework isn't enough to support independent peer review and rapid evolutionary selection. For rapid evolution to happen, people need to be able to experiment with and redistribute modifications as they see fit. An easy way to submit requests improve the framework of selling must be available.

4. Require Integrity of The Framework of Selling
The license would restrict the framework of selling from being distributed in modified form. It would also be highly encouraged to distribute any sales training or methodology built from the framework of selling. It would require derived methodologies to carry a different name. This encourages more improvement and creation of a larger body of knowledge. Sales professionals have a right to know who is responsible for the methodology they are using. Sales trainers have reciprocal right to know what they're being asked to support and protect their reputations.

5. It Would Not Discriminate Against Persons or Groups!

6. It Would Not Discriminate Against Types of Selling!
The license does not restrict anyone from making use of the open source selling framework in a specific type of selling (such as only business-to-business). For example, we do not restrict the open source selling framework from being used in a business-to-consumer selling, or from being used by academic institutions. The major intention of this clause is to prohibit license traps that prevent open source from being used commercially. We want commercial users to join our community, not feel excluded from it.

7. It Would Not Require Distribution of License!
The rights attached to the framework of selling apply to all to whom the framework is redistributed without the need for execution of an additional license by those parties.

8. The Framework Would Not be Specific to a Vertical Market!
The rights attached to the open-source selling framework are not dependent on the framework being part of a particular vertical market.

9. It Would Not Restrict Other Training Programs or Methodologies!
The license must not place restrictions on other training programs or sales methodologies that is distributed along with the framework of selling . For example, we do not require that all other sales training courses distributed with the framework of selling must be open-source selling frameworks.

10. The Framework is Technology-Neutral!
It would not require an individual technology or style of pipeline management.

Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UOPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.

Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.


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