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Motivation |
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A Motivation
is an interesting thing. We either have it or we don’t. When we have
it—when there is a goody at the end of our objective—we can do almost
anything. When it’s absent, on days when we would rather be in a dark
movie theater or hiking on a new trail, that is when we must look deep
inside and try to get it back. It’s
been said many times before but a successful sales professional is one who
sets goals. Not just monthly or yearly goals, but daily goals—and when
extra motivation is needed, even hourly goals. “I’m
going to make 20 phone calls in the next hour,” a determined sales pro
says, on a day when he has been beaten down by rejection and put-offs.
“I’m not taking lunch until I send out five proposals,” another pro
might say. Or, “I am going into the store of the account that has
already said no five times—today they will say yes.” It’s helpful to
have a reason to come back, and a good sales pro isn’t afraid of asking
for one more chance, or even making up a reason. Then
there is the concept of why we are motivated—or what motivates us. For
some it is the thrill of victory when signing a new account. For others,
the rush happens as they sit there calculating how many dollars they plan
to see in commission as they are signing the new business. And then for
some, the motivation is around a sense of pride in their job and loyalty
to their employer. It’s
healthy as a sales professional to have a little of everything as your
source for motivation. To be motivated by getting the sale in the first
place, the money you are going to make, pride in your job, and loyalty to
your employer (when there is such an entity), are all good things. And
when you have that motivation, what is the next thing that happens? It
would not be unusual to find that your bank account is fuller, and your
outlook is brighter—which all leads to more motivation!
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