When I was asked to write an article on motivation, particularly in a sales context I did a few things.
Firstly, I reflected on my 27 year sales career from being a junior Account Manager in Hewlett Packard to becoming Sales Director across North West Europe for Invensys IPS (then a FTSE 100 Plc).
Secondly, I took the time to look up the word ‘Motivation’ in the dictionary just to calibrate my thoughts. It was a spooky comparison. Because all of the attributes I felt I had used in my Corporate career and still do today running my sales training business, Apexselling.com, were in both!
The dictionary quoted: ‘Concerned with the initiation of action’, ‘Emotion that excites action’ and ‘Source of energy’.
To be a success in Sales you need all of the attributes that have been offered in previous articles by some great authors such as resilience, persistence, tenacity, knowledge etc. but what is going to MOTIVATE you? i.e. provide the compelling reason to make that extra call with energy, emotion and excitement, because if you haven’t got these running through your veins all day every day you won’t succeed and you won’t be ‘self-motivated’ to win.
The answer is: Clear, compelling, exciting, stimulating, outrageously desirable goals!
So how do we get clarity of goals such that they motivate us to the required level?
The technique I use and was self-taught on is using the ‘Wheel of Life’ (Google the phrase to get the tool). 20 years ago I was lucky enough to stumble across Jack Black's book ‘Mindstore’ and have used the Wheel of Life every year on each Jan 30th ever since. And to use his time honoured phrase ‘It only works!’
I am assuming that if you are in Sales you are ambitious and want to achieve the best for yourself and family. Since leaving school at 16 with 1 ‘O Level’ (that’s GCSE to you!) I have gained an MBA, driven race cars on all the UK’s major tracks for decades, Skied in the Alps, Scuba dived in lots of lovely hot places, flown planes, balloons, gliders and microlights, sailed in Andy Dentons BT Global Challenge yacht and also with Dennis Connors in the Americas Cup Catamaran, travelled extensively with my family, am a published author and now an exhibiting artist……….all because I set and achieve goals……..over to you?