Alvin's Musings: Motivation

In this article, I want to address a crucial aspect of our work:?motivation. As salespeople, motivation is what propels us to close deals, exceed targets, and ultimately, succeed in our jobs. But what happens when our motivation takes a hit? When we feel demotivated, it can be challenging to keep pushing forward.?So, how can we reignite our motivation and keep it burning strong?

Salespeople are often considered the lifeblood of any business. They are the ones who tirelessly pursue leads, striving to close deals and drive revenue. So it's really important to get to the heart of what truly motivates them. Is it the prospect of a hefty commission check? The adrenaline rush of the chase? Or perhaps the satisfaction of helping a customer solve an important problem? Let's explore these questions together.

To begin, let's take a closer look at commissions. Undoubtedly, they can be a significant motivator for salespeople. After all, who doesn't love the thrill of earning a sizable bonus? But here's the catch: if commissions were the sole driving force behind salespeople, then why do so many of them experience burnout or fail to meet their targets??It's because money is not the only factor that inspires us.

In his book "Drive," Dan Pink talks about three main "intrinsic" drivers of motivation (apart from money, which Pink calls an "extrinsic motivator"): autonomy, mastery, and purpose. And when we apply these drivers to sales, we start to see a more complete picture of what motivates salespeople.

Let's break these down:

Autonomy: We need to have a sense of control over our work. We need to be able to make decisions and have some say in how we do things. This doesn't mean we should go rogue and ignore our team or company's goals. But it does mean that we should have some flexibility in how we approach our work.

Mastery: We need to be able to improve and grow in our roles. As salespeople, we should be constantly learning and developing our skills. We should be seeking out new challenges and opportunities to stretch ourselves. When we feel like we're making progress, it gives us a sense of accomplishment and satisfaction.

Purpose: We've already talked about this one in a previous post. When we feel like we're making a difference and contributing to something meaningful, it gives us a sense of purpose. Purpose gives us a reason to keep going when things get tough.

So, how can we apply these concepts to our work as salespeople? Here are a few ideas:

Autonomy:

• Set goals for yourself that align with the company's objectives. Then, figure out the best way to achieve those goals. Don't be afraid to try new approaches.
• Take ownership of your work. Don't wait for your manager to tell you what to do. Be proactive and take the initiative.

Mastery:

• Attend training sessions and workshops to learn new sales techniques.
• Watch a video on YouTube, read a competitor's whitepaper, subscribe to an industry blog.
• Seek feedback from your colleagues and managers. Ask them for advice on how you can improve.
• Set personal development goals for yourself. Maybe you want to become an expert in a specific product or service. Or maybe you want to improve your public speaking skills. Whatever it is, make a plan and work towards it.

Purpose:

• Connect with your customers on a deeper level. Don't just focus on the sale - focus on how you can help them solve a problem.
• Share success stories with your team. Celebrate wins together and remind yourselves of the impact you're making.
• Volunteer for causes that align with your values. It's important to have a sense of purpose outside of work as well.

At the end of the day, motivation is something that comes from within. It's not something we can force or fake. But by finding our "why" and applying the concepts of autonomy, mastery, and purpose to our work, we can fuel our motivation and keep it going strong.

Another way to stay motivated is to surround yourself with positive energy. Find colleagues who share your values and who are enthusiastic about their work. When you're around people who are excited about what they do, it can be contagious.?Positive energy creates momentum, and momentum can carry you through even the toughest of days.

And finally, don't forget to take care of yourself. As salespeople, we're often under a lot of pressure to perform. It can be easy to neglect our own well-being in the process. But taking care of ourselves is essential to staying motivated. Make sure you're getting enough sleep, exercise, and healthy food. Take breaks throughout the day to recharge. And don't forget to have some fun!