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.
I have always say that what divides people is not what they know about each other but what they do not know. A purpose is always well defined and people know what stand they will or will not take. By contrast a cause is always heralded to any one who wants to hear about it, regardless is one can or cannot do anything to change the outcome. A cause incites people to war and disruption, a purpose seeks a solution and is willing to be open to it.
Thank you for posting your comment Anna. What great insight you’ve added to the idea of purpose vs. cause. It’s especially interesting to contemplate your thought on what we don’t know about each other dividing us. It’s a concept that you don’t often hear because it’s not obvious but it can be extremely beneficial when assessing our relationships and results.
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