The Purpose Driven Sales Rep

Filed Under (OP Sales Training) by Don on 12-08-2008

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Recently I was participating in an interesting discussion about purpose. The definition of purpose is to be determined, or resolved to accomplish. Purpose involves making a commitment, which is the act of binding yourself (intellectually or emotionally) to a course of action. A sales person in any industry cannot and will not succeed without a clearly defined ‘purpose’. Purpose is the driving force behind your success and will be the foundation of your goals. Purpose is used as the synonym of goal and objective. If you lack any of these in your sales plan then you are doomed to failure.It is easy to say your goal is to ‘make a lot of money’. That, my friend, is a foolish goal. It is foolish because it is empty and without a plan of how you will accomplish that. Sure we all want to make a lot of money but that is only the end result. It does not tell me or you how you will make that happen. One sale won’t get you there and neither will one client. You must clearly define your daily, weekly and monthly goals. Your goals should reach farther than that but for now you should start with your daily and weekly sales activities. But before you get to the goal making part of your sales plan what is your purpose? Is it to provide a service or product to your clients in such a manner as to meet or exceed their expectations? Or is it to provide a comfortable home and a lifestyle that suits your needs and the needs of your family? Perhaps it is a combination of these or something more.

Without purpose you can’t define your goals. Without goals you cannot fulfill your purpose and without commitment you will not meet any of these objectives. So let’s assume you have a purpose and you have written down your goals. You should read your goals every day without fail! In order to meet your goals have you identified your strengths and weaknesses? Do you have sufficient product or technical knowledge to sell your product? Have you defined your prospecting goals as to how many calls it will take to open an adequate amount of new business to keep your sales funnel primed?

I have discussed prospecting several times. Effective prospecting is a blend of selling and marketing. The best prospectors are the best sales people and 60% of the highest sales producers say the phone is ESSENTIAL to their prospecting efforts. Effective prospecting is the life blood of your overall success. Purpose, goals, commitment are all pieces of your sales plan. Your purpose is the glue that binds all these essentials together into a cohesive plan. Plan your work and work your plan and you will achieve success in all your endeavors!

The last word: “For an athlete to function properly, he must be intent. There has to be a definite purpose and goal if you are to progress. If you are not intent about what you are doing, you aren’t able to resist the temptation to do something else that might be more fun at the moment.” — John Wooden

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