Why Do You Work

Some people work for money. They view their work as a means to their means. This external reinforcement is the reason they go to their jobs every day. In psychological terms, they are extrinsically motivated.

Other people work for meaning. They view their work as their means for satisfaction and joy. They derive tremendous pleasure from the work they do. In psychological terms, they are intrinsically motivated. They work for the fun of it. Pity those who find no meaning or satisfaction in the work they do.

In his landmark book, Man’s Search for Meaning, Viktor Frankl proposes that man’s greatest need is to find meaning for his life. Some find it in their work; others find it in their suffering; still, more find it in the outside activities in which they engage, such as community service.

But imagine what it feels like to go to work every day, dreading your eight-to-five existence? What purpose do these unfortunate souls feel is their reason for getting out of bed every morning? What dissatisfaction must feel like when work is deprived of meaning?

Sales is a profession that offers us the dual opportunity to find tremendous satisfaction and meaning in the work we do and to be compensated richly for performing at a high level. Serving customers, helping them achieve their goals, and making someone else’s life easier—sales is a helping profession. When we view sales as making a difference versus just making a deal, we discover the intrinsic satisfaction that all of us crave. It just so happens that the money follows our finding the satisfaction and meaning that comes from excelling at work we enjoy.

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