Motivation, as defined in the dictionary, is internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job or subject, or to make an effort to attain a goal. So, what motivates most salespeople? A bonus, satisfaction for a job well done, a great bottle of wine shared with friends at the end of the day, or is there more? Most certainly there is more!
For most people in sales, it is sometimes difficult to stay motivated because they are constantly reminded that they are “only as good as their last year’s performance”. Wow, think about that — the expectation that you must constantly perform better each month, year after year. It can be very difficult to turn what to many see as a negative into something positive that motivates. However, self-motivation, for any salesperson, can be the key to ongoing success.
Here are a few ideas to use regularly to lift your spirits up and keep your goals on track:
- Dare to dream! Picture that new car, new home or tropical vacation. Think outside the box.
- Accept who and where you are. Know yourself and your strong points and weak points and work to challenge yourself to improve where you are not strong.
- Make a plan. Don’t wait for your Manager to give you a sales plan each year. Do your own annual income plan and detail how to accomplish the goals you set for yourself.
- Focus on daily activities rather than daily results. Plan your week down to the number of calls, presentations, and quotes. If you stay consistent with that plan, results will follow.
- Be a mentor. By sharing your knowledge with others, you will increase your self-esteem and receive positive recognition from your peers.
- Hang out with successful peers. By spending time with other high performers, and observing what makes them great, you can glean insight on how to improve your personal performance.
- Don't let the “no”s set you back. When you get the inevitable “no”, stay positive. Instead of dwelling on that challenge, learn from it, and formulate how to handle a similar situation differently the next time.
- Stay balanced! Hard work is important to be successful. However, you need to remove yourself from “the business” on a regular basis to refresh. Make time for outside activities by attending cultural events, participating in sports, supporting your community, and even exercising daily. All of those things can be extremely motivating.
Accepting responsibility for getting what you want in life can be challenging. It can also be very rewarding and allow you to perform better, eliminate stress and give you the motivation to be successful. There is a saying that is worth thinking about: “If it is to be, it is up to me.” Don’t wait, get started today on the road to challenging yourself, focusing on being positive and staying motivated!
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