Why follow your passion is bad advice

So in the long-term, I need to work with my sales leaders to increase that. And in the short term, I need to bring in, say, double the amount of leads at the top to make up for that for this year.

Sam Jacobs: When you talk about your conversion at the top of the funnel, are you doing all of your own prospecting, is marketing serving up leads?

How do you fill the funnel in the first place? Callie Moriarty: Marketing is certainly serving up leads. We have a business development team that is contributing to that. We have events. But the reps at 6 River are also expected to be doing their own prospecting as well. Sam Jacobs: Makes sense. When you think about improving your conversion rates?

Callie Moriarty: I think identifying the critical point in time, or critical area that needs work. And then we do a lot of training sessions on those stages, role-play. For me, as someone newer to the industry, I spent a lot of time building my expertise around warehousing and logistics. And how does being a woman account executive trying to sell into warehousing logistics, tell us about what you define as proactive versus reactive, and how companies should think about it?

Except for, what if your buyer group is not diverse? And I think in that case, based on sort of commonly understood wisdom that diverse teams perform better. So if we think about increasing sales as a discipline and the power of that, and we want that to something, over time, that becomes very diverse, sales leaders who are selling to non-diverse buyer groups basically need to be prepared to do the opposite. So in my case, I am a female in my twenties selling almost exclusively to males in their forties and fifties.

Sam Jacobs: Absolutely. And when you think about finding common ground with some of these folks, what are your strategies? I imagine it must be, as a woman in your twenties, it must be difficult to try and create opportunities and have a peer-to-peer conversation with some of these folks within the warehousing space. What do you do to overcome? Callie Moriarty: Commonalities are basically irrelevant. Eight months ago I started and I thought, okay, let me track through what type of chit-chat comes up most frequently and try to build that into a conversation.

Were you allowed access to the internet? Callie Moriarty: I was. The goal was to avoid any exposure to advertisements. Callie Moriarty: I do. I joined the world in Callie Moriarty: Yes. And one of my mentors is Joel Peterson. But my favorite is the 10 Laws of Trust, and his thesis states that in order to build trust, you need to establish character, competence, and authority. Similar with authority. Make sure anytime something that comes out of your mouth that has even the smallest level of commitment, you are doing it.

So as nice as it is to speak to a salesperson who is likable and fun and has interests in common, at the end of the day, B2B sales is about making an economically compelling business case. Sam Jacobs: Got it. And so for you to be, I love what you said, just about everything that comes out of your mouth. When it comes to credibility around the buying decision, is that just you studying up on robotics and you using the sales enablement or sales readiness team at 6 River to get smart on robotics?

Have you done additional research or learning? How have you gotten smart on the industry? Callie Moriarty: I do a lot of research on my own. I present to my boss every month on a new-to-me technology to make sure that I understand how it fits.

If someone has this, what does that likely mean their operation looks like? You are able to fit your work together with the other things in your life that are important to you, like family, friends, and leisure. Unfortunately, this picture is a far cry from the typical U. According to Arianna Huffington, president and editor-in-chief of the Huffington Post Media Group, the lack of sustainability in the American workplace is a result of our current male-defined model of success.

To help build sustainable careers and lives, Huffington has called for a movement to redefine success beyond money and power , and including the metrics of well-being, wisdom, wonder and giving back. As Valcour points out, there's a whole lot more to finding lasting joy at work -- and in life -- than simply "following your passion.

I think it's critically important that people be aware and very observant of their daily experience at work. Instead of focusing on passion, look deeply at what energizes you, what you find rewarding, what you're good at and what comes to you easily. Valcour advises examining your high and low points at work, and identifying the times that you felt more energized, engaged and fulfilled -- and why you felt this way.

Also look at all the factors surrounding times when you felt frustrated and unfulfilled. What were you doing? Who were you working with?

Like this story? Skip Navigation. Work Top Amazon recruiter reveals the one interview mistake that can cost you the job Morgan Smith. When you are good at something, you enjoy it, says Cuban. The effort and skill snowball.

The billionaire is not alone in his advice. VIDEO The Definitive Guide to Business. Even more so to chase after our dreams. Instead, they are simply prioritizing other things that matter in their life. Take for example those who auditioned for talent shows. What about choosing a career that helps you save so you can spend time with your family?

How about the painfully boring work that helps develop your skills? What if the work opportunity presented to you- although it is not aligned to your passions, will help you pursue your interests outside of work? There are other factors in your life that can drive and fulfill you.