SalesWorks Blog

The secrets behind your motivation levels

How motivated are you feeling today? If you’re lacking a bit of get up and go, it may be time to shift your thinking. Let’s find out more.

So that’s Q2 2020 over and done. I think it’s pretty safe to say that was one of the toughest, most unpredictable quarters we’ll ever have to deal with. Let’s hope so anyway. Now, it’s July and the scoreboard goes back to zero. It’s the start of H2 and Q3 and there’s a lot to do. 

A few people have asked me recently for ways to stay motivated. So, I wanted to use my article this week to talk about motivation, something that is essential for all of us.

Motivation comes from within

First of all – motivation can only come from you. You can’t rely on anyone else to keep you motivated, certainly not for any serious length of time. Whatever the task in hand, you have to want to do it, and do it well.

We all have our own ways to stay motivated that work for us. Some of us are motivated by our hopes for the future – ambition that burns bright. Then, there are those people who are motivated by fear of something worse that may happen if they don’t complete the tasks they need to. Some of us always need to be working towards a goal, while others simply have a passion for winning. When you are self-aware enough to know what motivates you, you can tap into it more often.

The science part

On the other hand, there’s a tonne of behavioural psychology out there that could play a part here. It states that it’s the rewards that influence human behaviour. 

I definitely subscribe to the theory of behaviour maintenance by Alexander Rothman. It suggests that our ability to maintain positive behaviour depends on our perception of the benefits.

If we believe that the reward that we get for completing a task is good enough, we’re more likely to stay motivated enough to complete it. It creates a cycle of positivity, the more rewards we get, the more motivated we are. When our motivation increases, performance improves – and the cycle continues.

The reverse effect

On the other hand, if we feel the rewards are insufficient, or we receive negative feedback, we lose motivation and the cycle reverses. That’s how slumps start.

What does this look like? It’s different for different people. Some will lose their energy and procrastinate. Others will become stressed, angry or nervous. It’s because our brain is telling us to stop focusing on doing something that doesn’t help us.

Motivation in sales

As salespeople, we need to stay motivated. It’s clear that we do our best work when we’re positive and motivated. Customers can hear it in our voice when we’re in a bad mood and they don’t like it.

We need to feel that the rewards that we get for picking up the phone, or for hitting our targets, are worthwhile – whether that’s commission, progression in the company or anything else. 

Leaders can play a part here by discovering what motivates each rep on an individual level, then finding a way to help them get there. However, as I said at the start, motivation can only come from inside you, so if you can’t find whatever motivates you in your sales role, perhaps it’s time to find a new job, or maybe you’re not suited to sales.

Find out more from SalesWorks

Your mood and emotions are essentially a feedback system, telling you how effective you are in your actions. Check in with yourself regularly to make sure you are on the right track.