Consider some broad strokes…
Sellers are on a curve
20% on the left: These folks will struggle – they shouldn’t be in sales at all. It’s not the right environment for their success.
60% will fall in the middle: Most sellers fall in the middle. These are typically people who stumbled into sales from one direction or another (shout out to Benjamin D. for this reminder). In other words, this isn’t a vocation or calling to a higher purpose – it’s just a job they fell into.
20% on the right: These are the top performers – they truly stand out. While they may say they’re in sales, they behave much more like advisors, coaches, and problem solvers. They have & hone a skill set that crosses multiple fields and industries. They’re leaders.
I’d argue that:
- Lack of purpose in the 60% is the primary reason that they’re average
- Just hawking a product for a company is no fun at all
And that:
- The problem solvers in the top 20% have deep purpose
- Helping people solve problems feels good