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Overemphasis on Profit Erodes Your Bottom Line Why Purpose-Driven Salespeople Wildly Outperform Their Quota-Driven Counterparts

Lisa Earle McLeod

January 16, 2013

"Most people believe that money is the primary motivator for top salespeople and that doing good by the world runs a distant second. That belief is wrong. If your sales force isn't producing what it's capable of, it may well be that you're overemphasizing profit at the expense of purpose. This observation doesn't come just from personal experience but from hard data. Studies show that companies committed to improving their customer's lives outperform the market by a stunning 15:1 ratio. [...] A quota-driven mindset spirals into the lowest common denominator sales activities. You start competing on cost not value. You think short-term, fail to understand the customer's environment, and cannot grasp the link between your products and the client's need. It's a slow descent to commodity status."

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