Find your PURPOSE

So, my daughter already figured out in 10th grade that she wanted to study psychology. Meanwhile, in 9th grade, my son dreams of studying Creative Media and Game Technologies in Breda, Netherlands. Can you believe it? In my last year of high school, I still had no clue what I wanted to study. Eventually, I settled on studying Physical Education and became a gym teacher. Yep, I’m qualified to teach you how to do jumping jacks and dodge dodgeballs like a pro. In all his wisdom, my dad told me to follow my passion. Well, it turns out I loved sports, but during my college years, I realized I had two other passions: helping others and making money. The next thing I knew, I ran a small business, organizing ski trips to the beautiful Alps for students. I was their dream-maker and made some extra cash on the side. And guess what? That’s how I ended up in the exciting world of sales, where I got to combine my love for helping people and making a living.

Returning to my passion for helping others and making money, I needed a job after uni and had to get in line for a few available PE jobs. Instead, I decided not to wait too long and made a career-changing move. I managed to secure a position as a pharmaceutical sales representative. Yup, I called on general practitioners, pharmacies, and cardio and neuro specialists in hospitals. My new employer, Bristol-Myers Squibb, provided me with an exceptional sales training program best described as a combination of Educational Selling and Always Be Closing. My primary objective was to enlighten my target audience about a groundbreaking blood pressure-reducing medication and persuade them to utilize it. Years later, I realized why this job gave me so much satisfaction; this wasn’t a hard sale. I had to convince and not push doctors to start prescribing the new drug to their patients. I never had to offer discounts or the “buy now before the prices go up next week” kind of thing. Educating the doctors gave them insights and changed their perspective on how blood pressure can be controlled differently. I found it quite rewarding.

Years later, I used the same approach when selling Best Western memberships to hotels and motels in Australia. In hindsight, it has always been about Why Change? and Change to What? in order to change the buyer’s perspective. My selling approach differed from that of other sales managers, and the company liked it; I became the Salesperson of the year in my second year on the job.

But why is anyone in Sales? Do you have a similar story? Or, did you, in grade 9, decide to be in Sales? Why are you in Sales, and what is the purpose of your job? That is not easy to answer for many. When you are asked at a BBQ party what you do for a living, and you say: I am in Sales. What reactions do you get?

According to Simon Sinek, the renowned author of the book “Start with Why,” organizations and exceptional leaders who are driven by a clear purpose for their actions are more likely to achieve success. Sinek highlights the prime examples of Apple versus Dell and prominent figures such as John F. Kennedy and Martin Luther King to emphasize the importance of having a compelling “Why” – your purpose.

Would that be the same for Salespeople? Hypothetically, would a Salesperson with a clear purpose of why they sell be more successful than those who don’t? I am curious about your thoughts.

From a salesperson’s point of view, selling every day with a helping mindset provides you with a different meaning of success. Gaining new customers and achieving sales targets helps you with an incredible feeling of achievement. The real sense of success comes when we wake up every day in pursuit of WHY we do WHAT we do. We help customers grow their business.

So, Selling is helping, and you may have found your purpose! Like I did.