In Times Of Crisis, Sales Professionals Double Down On Their Purpose.


“Having a sense of purpose is having a sense of self. A course toplot is a destination to hope for.”
- Bryant H. McGill

As humans we're wired to seek out meaning and purpose in our lives.

I'm a firm believer that having a purpose matters more now than ever before. A sales professional thrives on being a part of a purpose. They live for becoming part of something that really matters, something that really makes a difference tothe lives of their clients, their marketplace and their community.

What’s your "endgame" in sales? Is it to make a sale, collect a check or to make a difference?

Today’s selling environment is turbulent and full of turmoil. It's much more challenging and complex than ever before.

In troublesome and tremendous times, sales professionals ask themselves...

  • Does my purpose still matter?
  • Do I still believe in me like I did before?

In chapter6 of, Selling From the Heart,I speak to Servant Led Sales Leadership. In a business world where many in sales are viewed with negativity, an authentic, real-deal approach is a breath of fresh air.

  • A servant led professional has an authentic desire to serve
  • A servant led professional is all in
  • A servant led professional is focused on serving the needs of the person sitting in front of them

In times of crisis, sales professionals double down on their purpose and recommit to serving.

They understand they must deliver tangible results with purpose and meaning, not sales crapola.

"Creating your sales purpose not only transforms sales effectiveness, it provides insulation from the price hammer."

 Do you believe what you do matters? If so, then it's up to you to make it happen.

Sales professionals who lead with purpose stand out from the sales sea of mediocrity and empty suits. They make a difference. They care. They are committed.

  • They are engaged at all levels in their client's business.
  • They invest the time to learn about the client’s business.
  • They are in it for the long-term.
  • They are difference-makers and their clients know it.
  • They are woven into the corporate DNA of client's business.
"If you believe in yourself and have dedication and pride -and never quit, you'll be a winner. The price of victory is high but so are there wards."
- Paul Bryant

Having a sense of purpose is essential to your well-being. It's equally important to have a sense of purpose in your career. A sales professional continually searches and finds their sense of purpose as circumstances change. 

Those with a sense of purpose in sales are passionate, they create change and they're committed. They're completely focused on serving their clients.

They ask themselves purposeful questions such as:

  • What problems do my clients encounter? How can I help them solve them?
  • How can I become more effective to better help my clients to succeed?
  • What am I contributing to my clients to help them do better business?
  • Am I making a difference in client's business lives?

Results don't inspire sales professional's, a sense of purpose does

When we seek to serve others then what we do is never finished. The purpose always pulls us.


"Accountability is the glue that ties commitment to results"

In turbulent times, purpose driven professional's double-down on their business plan.

They commit to overachieving. They make a commitment to themselves, their company and their family.

  • This plan increases their awareness within their marketplace.
  • This plan has them involved and participating in community events.
  • This plan has them obtaining referrals from current clients.
  • This plan has them continually learning about their client's business.
  • This plan has them continually learning about themselves

Leaders cast vision. They're visionaries. They're purposeful, have a plan and lead from the heart.

Nobody exemplified this more than Walt Disney.

In chapter 3, "Lead Like Walt" by Pat Williams,

"Leadership requires that we communicate our vision in a powerful, persuasive, memorable way"


WaltDisney turned his visions into reality through the power of communication.

My question to you...

Are you communicating your purpose, your vision and your plan?


You deserve a career where you have a sense of purpose and a plan. Sales professionals don't leave it up to their company or their management team. Itis up to you to define what you do with your sales career.

  • Know what motivates you
  • Find a mentor or a business coach
  • Self-reflect and crave self-improvement

Without a sense of purpose, you're likely to wander, flounder and stumble your way through sales, with consistently inconsistent results.

Purpose allows you to:

  • Make better choices
  • See clearly through the harder times
  • See all the opportunities to grow and learn

I'd ask all of you right now, do you believe what you do matters? If so, then it's up to you to make it happen. 

The Time Is Now To Start To Lead With The Heart, Become A Servant Professional


"The best and most beautiful things in the world cannot be seen or even touched--they must be felt with the heart."
- Helen Keller

I believe your ability to succeed becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned sales tactics.

Those who lead with their heart and not just their wallet is able to connect with the emotional needs of their clients and prospects. They understand people have the need to be valued, respected, heard and acknowledged.

By acknowledging and not forgetting the human element, heart-centered professionals maintain the wisdom to positively transform business outcomes by helping their clients do better business, a profitable one.

"A Selling From the Heart sales professional seeks first to be understood as they turn transactional sales opportunities into transformational experiences."


Being a servant led professional means putting the interests of others above your own.

Do you put others before yourself, among your friends or within your career? If you’re afraid to do this, then I'll ask you why? Have you given thought as to what this may be costing you? If not, then think about it.

If you’re afraid to be vulnerable, ditch that fear. Remove the mask, just rip it off!

Vulnerability is one of the greatest traits you can embrace.

“Embracing our vulnerabilities is risky but not nearly as dangerous as giving up on love and belonging and joy — the experiences that make us the most vulnerable. Only when we are brave enough to explore the darkness will we discover the infinite power of our light.” — Brené Brown

No longer does old-school bravado and a bragging mindset work in today’s sales climate.No one gives a rip what you’ve accomplished in your sales career. They want to know how much you care about them.

To me, the art of serving is not manipulative, not deceitful nor disingenuous. It’s genuinely caring about somebody and their company. In your heart of hearts, you’re there to help them do better business.


Caring is deeply rooted in the servant mindset. Apply caring to your clients and watch what happens to your relationships, the interactions and the outcomes. We're humans and crave a sense of belonging.

"It’s fine to not care about what doesn’t matter — as long as you do care about what does."

One of the best ways to ensure clients feel valued and appreciated is to serve them up the gift of caring.

Caring is not hard. It's saying, "I'll be here for you at all times. I have your best interest at heart."

Deeply invest, authentically care and simply give a rip about the experiences your clients have with you, and then watch your relationships skyrocket.

“The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first. Then conscious choice bringsone to aspire to lead.

Robert Green leaf

The greatest gift a servant professional can give, is to give of themselves. Give of yourself without expecting anything in return.

I must ask... how well are you serving others and what is your guide?


Someone who’s authentic, who’s there to lead, and is there to help their clients do better businesses brings in their inner circle, their centers of influence.They connect them with the other clients they know that can help them do even better business. This is truly serving with the heart.

"It is one of the most beautiful compensations of life that no man can sincerely try to help another without helping himself… Serve and thou shall be served."
- Ralph Waldo Emerson

When you serve with the heart, it will always come back to you. Sometimes in sales, sometimes in referrals, sometimes in personal and business recommendations.When you do good, people notice. Conversely, they also notice when you don’t, and trust me, they can be very vocal about it.


In a business world where those in sales are viewed with negativity, an authentic, real-deal approach is a breath of fresh air. It may result in losing a few battles, but those who put their hearts and clients first are guaranteed to wint he war.

  • A servant sales rep has an authentic desire to serve
  • A servant sales rep is all in
  • A servant sales rep is focused on serving the needs of the person sitting in front of them

Whoever wants to become a sales professional must become a SERVANT!



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Instructed by Tony Hughes

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