Written by Sean McPheat |
“It’s a numbers game. Keep churning the activity” says your Sales Manager.
That’s easy for him to say, he’s not the one who is 50% of quota for this quarter and he’s not the one who has received more “no’s” than an ugly guy at a Miss World Competition!
Keeping and staying motivated is a key ingredient for your success in sales and in business as a whole.
So how can you stay motivated when all seems against you?
Let me tell you what I do and I hope it will work for you too.
Ever since I was about 18 and I first stepped into the world of self-development I’ve created three things every single year without fail.
Number one, is that I create compelling reasons as to why I want to succeed and why I am doing what I’m doing.
Secondly is that I create goals and third, I create an action plan of how I am going to achieve them.
Now most people in life focus on goal setting and action plans but they miss out the most important part; The WHY.
The WHY is the single most important thing that you can create to keep you motivated.
They are the very reasons why you do what you do and who you are doing it for.
Let me bare my soul and give you a couple of my reasons WHY:
OK, that’s all you’re getting!
There are 10 others including the next house I want to purchase, the next car I’ll be buying, our vision as a family and lots more besides.
You might notice that the 3 examples I gave you are “move away” motivators. i.e they are things I want to avoid or move away from. Yes, a lot of people think I am motivated by money and achievement but deep down I am motivated more by fear and loss. It’s important that you understand what your key drivers are.
Now, what do I do with these reasons?
Firstly, I create a “WHY BOARD” (sometimes called a “VISION BOARD”).
It’s a collage of pictures and images on a piece of A3 card and it’s stuck on the wall of my office at home. I would show you an image of it but it has a lot of personal information on there.
Example of a VISION BOARD
Apart from looking at that every single morning to keep me focused whenever I go off track and I do go off track, I get centred again by looking at my WHY board and remember why I am doing what I am doing.
I close my eyes and visualise the pain of not achieving my “WHYs” and the pleasure of achieving them.
My reasons WHY are so strong that I muster up the energy and motivation no matter how down I may feel.
So now it’s your turn. Remember, if you have not got strong enough “WHYs” then this exercise will not help you because you will not create the emotion that is needed to keep your motivated.
You also have to be brutally honest with yourself too. Now is not the time to “flower” up your reasons. Be straight to the point and say what you feel.
That way you’ll stir the emotions and that’s the whole point of the exercise.
There are no right or wrong answers, it’s what works for you.
Good luck and I hope this helps you.
Originally published: 12 March, 2015