4/17/2025-Where do you index on motivation?

Even the most motivated salespeople will face challenges and setbacks. The key is to develop resilience and find ways to stay motivated, especially during tough times.

What motivates you?

If your immediate answer is "money," good…! Never be bashful about how much you love earning commissions.

But…there’s so much more to why you endure the emotional and physical struggle of The Sales Life.

Identifying what truly motivates you will give you insight into what will keep you focused and full-throttle committed! The good news is only a handful of motivators drive sellers, so identifying your north star shouldn’t be hard.

Assign a percentage to the following motivators and how they drive you. Write those percentages down to learn what’s most important to you.

1. Career growth: you aspire for more. More responsibility…more hills to climb.

2. Compensation: you love money and the freedom it brings.

3. Culture: you love being part of a fun, rolling, well-oiled machine.

4. Learning: your appetite for mental and emotional growth is large.

5. Management: you’re inspired by good coaches and teachers and yearn for their support.

6. Recognition: feeling valued and getting those pats on the back from peers and management is energizing and motivating.

Motivation can be intrinsic, from within, or extrinsic, from external factors. While both types of motivation can be beneficial, intrinsic motivation tends to be more sustainable and powerful in the long run.

Successful salespeople are often intrinsically motivated by a love of the challenge, a desire to help their customers, and a sense of accomplishment from closing a deal.

While some people may be naturally more intrinsically motivated than others, there are several strategies that salespeople can use to cultivate and maintain their internal drive:

1. Set meaningful goals: You’ll be more focused and engaged when operating against clearly defined goals.

2. Focus on the "Why": Why are you constantly charging up hills and moving quickly and smartly through stormy weather? Define that answer and continuously remind yourself of it.

3. Celebrate wins: Recognizing and celebrating successes will boost motivation and build confidence.

4. Embrace continuous learning. By developing new skills, you’ll stay relevant while maintaining your competitive edge.

5. Find a mentor: A mentor can provide guidance, support, and encouragement…and get you through the storms.

6. Maintain a positive attitude: A positive attitude can go a long way in sales. When salespeople approach their work optimistically and enthusiastically, they’re more likely to attract customers and close deals.

7. Take care of yourself: Physical and mental health are crucial for maintaining motivation. Recharge your batteries every weekend…and take a lot of vacations. And, read MySalesDay on the weekend for great mindfulness and self-preservation tips.

Perhaps the "DO" assignment made you realize that it’s not all about money."

Congrats on that revelation! It rarely is all about money.

The brilliant and passionate Daniel Pink will help you think about your drivers.

To win at The Sales Life, you must understand how to leverage your why*.

https://www.youtube.com/watch?v=wE5ZV7HfrXU