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Purpose Driven Sales

by David Brock on September 4th, 2013

pur-pose:  noun,  1.  The object toward which one strives or for which something exists an aim or a goal……  2. A result of effect that is intended or desired, an intention.  3.  Determination, resolution.  4.  The matter at hand; the point at issue.

Being purpose driven is not an accident.  It’s a choice, a conscious strategy to achieve.  It’s a choice about creating meaning in everything we do.  It is why we choose to sell, less how or what we sell.

Being purpose driven is doing things by design.  It’s about having a strategy, it’s about having a plan and executing the plan.

Purpose driven sales people do not waste time, there is no “randomness” to what they do.  There are no excuses from purpose driven sales people.  They don’t blame outcomes on someone else–the customer, product problems, lack of leads, whatever excuses others come up with.  They take total control and accountability.  They execute in spite of the problems or challenges they face.  They are not deterred, but seek to overcome them.

Being purpose driven is what sets high performers apart from everyone else.   Sure, we all have tactical goals or purpose—we want the next deal, we want to make quota.  But there’s something different about consistent high performers.  Their purpose seems to be more than the next deal or even making the number.  Those seem to be milestones they pass to achieve their ultimate goals.  They know deals and quotas are transitory.  While they are important milestones, there has to be something beyond them.

There is something more that drives them.  It may be professional esteem, it may be having an impact, or making a difference.  Somehow, high performers are different.  I’m not sure I can describe it other then a sense of purpose and purposefulness in everything they do.

They tend to have a greater plan or vision–for themselves, for their customers, for their companies.  It’s never just about the deal, but it’s something more.  They believe there is something better for the customers or their own organizations.  Their passion for helping others see and share in their vision for what things can be is infectious.

They have a plan for themselves–not just jobs and promotions, but what they want to achieve.  Their outlook spans years.  Everything they do is a step forward in executing the plan–even setbacks, because they learn from them, refine what they do, and continue to move forward.

They are sharply focused and driven.  They know there are no shortcuts, but they are ruthlessly efficient and effective.

Being purpose driven is a choice each of us can make.  Think about it:

  • What is it that drives you in sales?
  • What is it that you want to accomplish —beyond the deal, beyond quota?
  • What do you want to achieve next year, the following year, in your career?
  • What does it take to do this?  What skills do you have to acquire?  What do you need to learn?
  • Do you have the commitment to be purpose driven?

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