Aligning Your Personal Vision with Revenue Generation

Day in and day out, sales people are inundated with sales tips, new technologies, and industry updates. It’s easy to get distracted by the newest trends and lose sight of your true objective. Of course, sellers’ priority is to grow revenue, but those that are successful are clear about their “why.”

Laurel Pickering was just announced as Chief Revenue Officer for Welldocs after serving as president and CEO of NEBGH. I found myself wondering why she would choose to focus on an exclusively revenue generating role after serving as CEO in her previous role. As I read on, I was struck by her statement, “I’m now ready to focus on advancing the digital health revolution to impact population health in a significant and positive way.” That’s a powerful “why” statement clearly linked to revenue generation.

Many sales people struggle to connect their personal sense of purpose to the role of selling. It’s important to ensure that you understand and remember why you are where you are. Everyone is motivated differently, so this is certainly a personal exercise.

Be diligent in connecting your “why” with generating revenue. Making the connection is often achieved by clearly identifying how revenue generation directly supports your personal purpose. What’s the personal and emotional impact you’ll experience from achieving the revenue and vision of your goals?

This focus is a key to success because it creates a drive to eliminate distractions and spend your time on activities that fulfill your personal vision. While you’re “on the clock,” make sure that you’re either seeing prospects or clients, or setting appointments to see prospects or clients. Make sure that your main focus is on what fulfills your vision by moving the sales process forward.

By clarifying your vision or goals, and aligning it with revenue generation, you’ll apply a powerful sense of purpose to your sales activities. This sense of purpose will make you more efficient, more productive, and increase your overall performance.