There is a difference between a cause and a purpose. Salespeople who fail to distinguish the difference between being purpose-driven and cause-driven will never be seen as a trusted partner.
Purpose is a huge driving force, not only in sales but also in leadership development.
Purpose is a commitment to potentialities.
Cause is a commitment to a problem.
Purpose unites people who aren’t necessary for or against anything, but are focused on the well being of a larger community or the achievement of a larger outcome. On the other hand, a cause divides people. It has sides that people are either for or against.
As an example, you can stand for the purpose of “health.” Or you can stand for the cause of “stop smoking.” Both have the same outcome, but if you are part of the anti-smoking cause, you are alienating people, as opposed to uniting them as a group, and getting them focused on what the ends need is (health).
The concept of “taking a stand” is interesting. “Stand” is the root of “standards.” That’s what differentiates people’s ultimate outcomes: what standards you hold yourself to. Are your standards aspirational? Are they mediocre? Are they very low? When you take a stand, you are attempting to align others with your own standards. If your standards are focused on a specific problem, you have a cause, and you are perpetuating the problem. If your standards are focused on a larger solution, you have a purpose, and you are affecting change.
Not just salespeople, but all human beings should be purpose-driven, not cause-driven.
