Many salespeople feel that they are struggling to deal with fluctuations in field sales. It is almost as if the entire world is on their shoulders. This is a common problem that all salespeople will face at some point. If you don’t learn how to manage your emotions and stay motivated, it will be difficult for you to succeed. This is especially true right now. The economy is currently in recession and shows no signs of improvement as I write this. The unemployment rate is at an all-time high. Companies are cutting back, there is less work available, and the pressure to perform is more significant than ever. This is not a good picture. The world around us can be dark and sad, but that does not diminish our need to do what we can.
Motivation is essential. The foundational principle is that you must believe that your abilities are more significant than others and that you have the responsibility to make them happen. The first principle is fundamental. Are you sure you can do better?
1. Focus on a purpose larger than just yourself
As long as you keep your word to yourself, it’s just as easy to justify your poor results as to expand your potential for greatness. The need to provide for your family is one of the most motivating aspects of the world. This will motivate you to go out even in the most difficult of circumstances. The most excellent motivator in the world is love. It can be a powerful motivator that cannot be easily explained away when it is combined with the responsibility to ensure the economic well-being and happiness of the people you love.
For motivating yourself, setting a concrete, meaningful, and exciting goal is a great way to do the same. It is why it is so powerful to spend once a year at a personal strategic retreat where you can create motivating goals and set them for the following year.
2. Be open to positive thoughts.
You can take control of your thoughts. Take a list of positive quotes and sayings that you can find and make a set out of 3 x 5 cards. One particular one I recall from the Bible is, “If God is for us, then who can be against? (Romans 8:31). My home was about 45 minutes away from where I lived at the beginning of my career. It took me approximately 45 minutes to get into my territory each morning. So I would hold the cards in my hands and turn them over on the way to work. Although I wouldn’t recommend this driving technique, it worked wonders for me. I found it helped me to be more positive and to see the opportunities around me. It also made me feel more confident. (Today, I recommend recording yourself reading the quotes and playing them in your car while you drive. I was relieved to see a noticeable change in my driving habits within a short time.
3. Remember past successes
Keep a scrapbook or journal of past achievements. Keep track of the appointment you made with that hard-to-reach prospect. Keep track of the big sale you made. Keep track of the details of your presentation. Keep the certificates you have earned, the congratulatory emails you received from your manager, and the photos you took on the trip you won. You should review your files from time to time. You will feel more confident and motivated. These are positive things that you can do again if you’ve done them once.
You can consistently achieve more, do more, get more, make more, and be more. You have the responsibility to be the best you can be. You will be able to consistently perform at your best by implementing any of these proven methods.