Purposeful Action

Sales is Human Action

"Human action is purposeful behavior.  Or we may say: Action is will put into operation and transformed into an agency, is aiming at ends and goals"

-Ludwig von Mises, Human Action, Part One,  Acting Man,  purposeful action and animal reaction.


Austrian Influence

Austrian Economics a Sales Foundation.

The foundation of my management philosophy is rooted in the lessons  of the Austrian School of Economics.  I have found it useful as a lattice work for understanding customer and rep behavior.  


Concepts From the Austrian School Every Sales Rep Should Know.

  • Only individuals act- even when in a team dynamic
  • Incentives Matter
  • Scarcity-means are scarce in relation to the desired ends.
  • Time Preference- What ever ends a client chooses to pursue with their time, other ends go unsatisfied
  • Individuals have Preferences
  • Preference reveals that individuals rank their goals
  • Value is Subjective


Sales Management On Purpose

Sales management is the act of influencing purposeful behavior, getting the right actions from human beings.  If human behavior cannot be altered;  then what is the purpose of management and what is the purpose of leadership?  We win and lose business on purpose.  

To realize that you do not understand is a virtue; not to realize that you do not understand is a defect.

-Lao Tzu




Beliefs Impact Action

Every man prefers belief to the exercise of judgment. ~Seneca


Is there anything more powerful in the human psyche than belief? Belief is power. Belief’s fundamentally drive behavior. Ultimately you do what you believe. If your team is doing something they don’t believe they won’t do it for long, you will eventually fail.  Beliefs impact judgement and drive action.

Leadership is managing and shaping belief: on purpose!  But belief always has context. In sales and sales management beliefs are important;  everyone comes to the table with a set of beliefs, many of which evolve with time and experience. 

Beliefs structure our interaction with the world.  If you are not getting the result you want and you’re getting what appears to be the right actions. You might have a belief problem.