Staying Motivated in Tech Sales

No matter how busy you might be or how invested you are in your career, you will reach a point where you start to lose motivation. In all careers, but especially in tech sales, motivation is the key to success. As sales reps in this industry, we all know that circumstances are ever-changing. The highs are high, and the lows are low.??

Here are some tips and tricks to stay motivated in tech sales.?

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Remind Yourself Why?

When you reach that point of low motivation, it can be hard to see the light at the end of the tunnel. You can begin to lose focus on why you took the job in the first place.?

When going through a “dip” in the past, I would often ask myself “What am I doing?” or “Why the heck did I take this job?” I felt as though I wasn’t growing professionally, and it was very difficult for me to see how I would get to where I wanted to be. That’s when I learned to remind myself that I am not expected to have it all figured out as a young professional. All I need in those moments is my “why”. The “why” behind my decision to begin a career in tech sales.??

When you begin to feel the doubt and disappointment creep in, remind yourself of your long-term goals, why you originally got into the industry, and how your current position is going to help you achieve those goals.??

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Practice Self Care?

Tech sales is demanding and the pressure to meet targets can be overwhelming at times. It can be hard to prioritize taking care of your mind and body, especially when you are in a rut.?

If you don’t already make your bed every morning, it's a great first step.? By completing this task, you start your day with a proactive mindset and instill the idea that you have control over your environment and actions.?

Sometimes you just need to focus and recharge. After sitting at my desk for hours, I often feel like my brain is fried. This is when I know I need to shut my laptop and take a breather. I try to do something that doesn’t require a lot of manual effort and will take my mind off of work for a little while. Whether it’s going to the nearby Starbucks to grab a snack or watching Tik Toks for 10 minutes, I like to shift my mind away from work and refocus my thoughts.?

A non-negotiable for me is ensuring I get a good night's rest every night. Lack of sleep can impact cognitive function and overall well-being. If you aren’t already getting a solid 8 hours of sleep every night, I strongly encourage it. In addition, maintaining a constant sleep schedule regulates circadian rhythms, improves sleep quality, and enhances energy levels. I generally go to bed around the same time every night and it helps me keep a sense of routine, even outside of work.?

Go Back to the Foundations?

In sports, foundational skills are essential for success. When I played lacrosse, every practice had time set aside for foundational skills, like wall ball or ground ball drills. If we had a bad game, we would have practice solely focused on foundations.?

It’s the same for sales. When you get comfortable, it can be easy to overlook those foundational skills. Identify the core skills that drive success in tech sales, such as communication and active listening. Regularly practice these foundational skills to maintain a strong sales foundation, especially during challenging periods.?

When I’m feeling unmotivated on the phone, I refer to my training handbook I received on my first day at memoryBlue and then listen back to my calls. By doing so, I figure out what I’m missing and how I could be tailoring my approach differently. It all comes down to just going back to the basics.?

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Get Organized and Hold Yourself Accountable?

Keep yourself accountable with your calendar and daily to-dos. By structuring your day, you reduce the likelihood of procrastination and ensure that you make consistent progress. I find that when I don’t plan my day out and set calendar blocks for my daily tasks, I do not get as much done as I could've, even if I had a light day.??

Block off time for things like prospecting, admin tasks, outreach, follow-up, and even lunch. Make a list every morning of what you want to accomplish that day and check each one off as they are done. Checking things off my to-do list is something small, but incredibly satisfying and effective for keeping me motivated.?

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Set Short Term Goals?

Start by breaking down your long-term goals into tangible short-term goals. They will act as milestones, and as you reach them, remind yourself that you are one step closer to that long-term career. The satisfaction of reaching these milestones will propel you forward and help you maintain a driven mindset throughout your sales journey.?

Furthermore, the process of setting these short-term goals provides opportunities for learning and adaptation. By navigating through these tasks and milestones, you gather insights, refine skills, and adapt to the evolving demands of the industry. This continuous cycle of learning ensures that your skillset remains effective in your role.?

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Conclusion?

For those reading, I hope that this post provided you with some helpful tips and tricks to increase motivation. If you are experiencing a motivational dip, just know that the work you’re doing is valuable and is only getting you closer to that long-term career goal.?