WHAT IS YOUR “WHY” IN YOUR SALES PROFESSION?

I recently got asked the question, how do you stay motivated Michael?, and although many sales professionals would have varying response's to this question, for me, it’s my “WHY” which helps me stay motivated every single day.

My desire is to encourage every sales professional to incorporate this into their plan from the beginning of their sales career.

Simon Sinek explains this in a rather simplified manner, below is an extract from some research I conducted;

According to Sinek, the fundamental difference between companies such as “Apple” and everyone else is that they start with “WHY” 

What does that even mean? To explain this concept, Sinek has developed what he calls the “Golden Circle.”

• Why – This is the core belief of the business. It’s why the business exists.
• How – This is how the business fulfils that core belief.
• What – This is what the company does to fulfil that core belief.

Sounds simple, right? But what he found is that most companies do their marketing backwards. They start with their “WHAT” and then move to the “HOW.” Most of these companies neglect to even mention “WHY.” 

• More alarmingly, many of them don’t even know why they do what they do!

“Apple starts with “WHY” It is the core of their marketing and the driving force behind their business operations. To help illustrate this point, imagine if Apple also started backwards by creating a marketing message that started with “WHAT.”

“We make great computers. They’re user friendly, beautifully designed, and easy to use. Want to buy one?”

While these facts are true, I’m not sold. We want to know why they are great and user-friendly. Turns out Apple has figured this out over the years and knows better. Here’s what a real marketing message from Apple might actually look like.

“With everything we do, we aim to challenge the status quo. We aim to think differently. Our products are user-friendly, beautifully designed, and easy to use. We just happen to make great computers. Want to buy one?”

See how different that feels? Because Apple starts with “WHY” when defining its company, it’s able to attract customers who share its fundamental beliefs. As Sinek puts it, “People don’t buy what you do. They buy why you do it.” Starting with “WHY” makes Apple more than just a computer company selling features, and that’s why their products have flourished while their competitors’ products with similar technology and capabilities have often flopped.”

With the above in mind, here are a few tips to help you with creating your “WHY” in your sales career;

1. Start with the end in mind

My ‘WHY” starts with the “end in mind”, I asked the question to myself, when I’m old and God calls me, how would I define a purposeful life. In addition to this question, how could my existing Sales Career be used as a vehicle to help me in achieving my purpose.

  2. Align your “WHY” to your role/career

With my ‘WHY” now clearly defined, remember this has to be defined from the start of your career and refer to it every time you draft your yearly goals etc. If you’re already in a career and only just had a “lightbulb moment” to draft your “WHY” it’s no too late, the key thing is making sure your existing role is somewhat intrinsically related to your “WHY” and helps you in achieving this.

  3. Be relentless and stay on course

Challenges would present itself, obstacles will come your way, there will be doubts undoubtedly but remember the end goal and stay within the process. Remember, these challenges, obstacles and doubts are all seasonal and they will pass, just like winter precedes summer.

MY WHY

1. I believe behind every successful person is someone of good character.
2. I help my mentees create success through effective sharing of best practices, past experiences, ideas, mentoring, coaching and strategies in how to build good character.
3. I just happen to be in a Sales Profession and therefore leverage that as a channel.

If you feel this was useful, we will appreciate your comments on this post and also ask for you to share. You can also contact me via Linkedin for any other help you may require.

To Our Growth

Mike