How do you create and sustain motivation in sales? Join the conversation with S. Anthony Iannarino, the top award winning sales blogger and keynote speaker. Click on any image below to start this 6 min video.
I lost over 90 pounds in 2012. I worked out between 4-7 days a week and checked-in to Life Time Fitness on Facebook almost every time. Facebook friends kept saying to me, "Mike, I wish I had your motivation."
Finally, I replied with something like, "No, you don't. My motivation sucks. I'm often tired after a long day, and I don't want to get up off the couch and go to the gym. You don't want my motivation. You want my commitment, and there's a difference."
Even when motivation lags, and it does from time to time, your commitment makes the difference. I wish we'd stop talking about motivating (especially other people), and start focusing on fostering commitment.
This is also more in line with Daniel Pink's (watch his incredible TED video) research in Drive... he cites the great "motivators" as purpose, autonomy, and mastery. If you hire the right people, guide them to a greater purpose, give them the trust and autonomy (not abdicating your role in their management, coaching and development, just giving them some breathing room and recognizing their brain and abilities), and create a culture of development and mastery, people will feel committed and seem "motivated." But I still think the better term is committed. Just like culture eats strategy for lunch (ala the Drucker quote), commitment eats motivation for breakfast. ;-)
I think you're right on the rejection thing, as well. You stop calling when you let yourself feel "rejected."
At the same time, I do believe sales reps, and everyone else, need to take a hard look at how they spend their time and where they are most likely to get a return for their investment. I would probably only employ the "they die, or I die" mantra, if I felt absolutely certain that both of us could benefit from the mutual relationship and doing business together... or, I would at least put that prospect on the slow-drip plan, with a less rigorous follow-up plan. And I would try to find ways to add value over time with ideas, articles, networking contacts, to keep the relationship fresh, without every contact being a prospecting attempt. That approach certainly has helped me gain a few "hard to obtain" clients in my day. But not at the expense of making other sales that had a higher likelihood to close or more compelling value prop. Just my opinion.
Keep the great stuff coming.
Thank you Mike for sharing. There is an amazing insight in Dan Pink's TED talk where he makes business people painfully aware of how business keeps ignoring the discoveries made by science. This video is a must see for sales leaders and comp management experts.
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