Navigating the Nexus of Passion and Purpose

Unveiling the Counterintuitive Key to Performance

When setbacks hit, like a rough quarter or losing a key customer to a fierce competitor, it's easy for the team's spirits to plummet. Rather than fixating on the next deal or product update, I've come across enlightening research on the contrast between passion and purpose. Although these terms are sometimes used interchangeably, they hold distinct meanings.

Passion signifies the excitement for one's work, often experienced after a substantial commission. Purpose, on the other hand, emerges when the belief in work's contribution to others takes root. In sales, passion is that elation after a big commission, while purpose is the fulfillment derived from customer stories of how our impact has transformed their lives or businesses. Though having both is ideal, a choice might be necessary. Consider Professor Morten Hansen's study of over 5,000 employees, which revealed purpose's supremacy over passion. Individuals low in both aspects ranked in the bottom 10% of performers.

Those high in both were among the top 80%. Surprisingly, passionate employees lacking purpose scored in the 20th percentile, while those less passionate but driven by purpose achieved the 64th percentile. The lesson is evident: purpose outweighs passion because it's about collective impact, not just personal excitement. Dr. Valerie Good's research at Michigan State University reinforced this, connecting purpose to tenacity and resilience.

As a sales leader, I have the capacity to guide my team through setbacks by emphasizing their customer-focused impact, rather than merely focusing on financial gains. By showcasing examples of how our offerings genuinely enhance lives and businesses, I can instill a sense of purpose that bolsters their rebound. So, when the team's morale is low, I remind them not only of commissions but also of the tangible differences we've made for customers, underscoring the positive change we bring and nurturing our collective purpose.