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Why motivation is key to sales

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  • Associate Director

The driving factors

“A goal properly set is halfway reached” Abraham Lincoln.

You’re not going to feel motivated if you set comfortable goals that are just within your reach. Take your sales from last month and set the bar significantly higher; when you’re pushing towards a big target you’re much more likely to increase your sales in the process and be engaged by the challenge.

“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job” Roy Bartell.

If you’ve missed a few sales and are lacking motivation then you just need to change your approach. By focusing on a different market or altering your opening sales line, this small change could be all you need to reignite your passion for driving sales.

“Stop selling. Start helping” Zig Ziglar.

When you’ve been working in sales for a few years, you may have found a routine setting in. While a routine is great, you can lose sight of why you’re doing this, which can make you feel lost in the sameness of it all. Take a moment, focus on what your customer needs and realise that your job is making a real difference to them.

“Take more chances than you dare. You’ll make more sales than you expect. That’s the formula” Jeffrey Gitomer.

A small change can make a big difference. Why not spend a bit more time researching a prospect that should be out of your sales league and secure the deal. The excitement of trying something different and shaking-up your sales pitch can be all it takes to give you back that much-needed motivation.

“Life’s battles don’t always go to the strongest or fastest; sooner or later those who win are those who think they can” Vince Lombardi.

A lot of sales success relies on your attitude, so if you’re feeling unmotivated then a great way to get this back is to spend time with others who are incredibly successful at selling. Their confidence, positive approach and insight will rub off on you and help reignite your motivation for excellent selling.

“Remember that failure is an event, not a person. Yesterday ended last night.” Zig Ziglar.

If a big sale has fallen through or you’ve not won a prospect over at pitch stage, it can be a blow to your confidence. This is understandable but the best sales people are able to brush this off and come back into the office ready to make the deal the next day because that failed sale doesn’t define who you are.

“Today is always the most productive day of your week” Mark Hunter.

When motivation is low, doing something as simple as jumping around for a few minutes can be all you need to refresh and find that spark again. An active mind is a proactive one and you’re much more likely to feel positive about your sales if you’re feeling good on the inside.

Motivation is key to sales, so next time you’re feeling a bit disheartened follow these tips and you’ll close the deal in no time at all. As O.B Smith said, “confidence and enthusiasm are the greatest sales producers in any kind of economy.” 

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