Calibrating to a noble purpose

(upbeat music) - I remember when I first went into sales, and I would proudly tell people, "I'm in sales, "I'm a salesperson" and people would say things like, "ooh! I could never do that" and at first I thought that that was like a compliment that they meant, "wow! "That's like a race car driver" (laughs) - "Or a brain surgeon" "or something" (laughs) and then I realized that's not what they meant, exactly. - Aw! So earnest, - I was earnest and I still am, because I love being in sales and I do believe it's a noble profession but sales is one of the few professions though where we let the small group of people who are doing it badly define the entire profession. - And the data shows it you know I read a stat that only 3% of people consider sales a trustworthy profession. - Oh, so sad. - Absolute heart breaker but there is an upside 79% of business buyers reported that it was absolutely critical to interact with a sales person who's a trusted adviser someone who adds value to your... their business. So there is a desire in the world for good salespeople. - And that's what you're going to be in a challenging economy when every sale counts. Your work as a salesperson is creating jobs. You're helping your company make payroll, and you're moving our entire economy forward. - And being a good salesperson gives you the opportunity to impact a ton of lives and businesses and develop relationships that span far beyond your products and services. - Here's what you need to know in studies of salespeople, the ones who want to make a difference to their customers who truly have that sense of noble purpose. They are the top performing salespeople and I remember one study we did with a big Biotech company, and the number one rep in the country was the one who told us, "you know what, "I think about the patients that I'm helping" She had a really compelling story about a grandmother who told her thanks to the drug you prescribed for me. I can now get on a plane and visit my grandkids. So even if what you're selling does not actually save people's lives, you're probably changing people's lives in some way. - And as a seller, you have a noble purpose, get really specific about the impact you're having on your customers. Is it more time? Saving them money? Growing their business? Driving innovation? And if you're having trouble connecting the dots, start asking yourself "and then what?" To get to the ultimate impact you're having. That level of specificity is what fills your heart with purpose. - And that purpose is going to be a great reminder because you're going to have some days when the CRM crashes when the deal you thought was done, falls apart. Whatever happens, remember, your work makes a difference.