How to Stay Motivated as a Salesperson

Did you know people work 20% better when motivated? (HR Zone) And if there’s one job that needs ultimate motivation, it’s sales.

Sales needs constant motivation. People often think of just hitting targets, but it’s all the things required to hit the targets in the first place.

It's the relentless business development, maintaining relationships, and keeping them warm to the point of selling and hopefully continual business. It’s the constant cold calling with constant hang-ups. It’s the prospect meetings that don’t get anywhere. It’s getting all the way to the end of the sales cycle, and something gets in the way.

This requires constant motivation despite setbacks. More sales companies expect employees not just to meet expectations but to have that entrepreneurial mindset where they can take initiative and work independently. This means your motivation needs to come from your own desire to succeed, not just from wanting to please management.

It's crucial to have a good awareness of what you need to stay motivated.

Remember Your Why

Reflect on why you got into sales in the first place or what your passions are within sales. This will help you stay motivated.

Everyone has different reasons:

• Personal whys: Financial freedom, a love for travelling, buying a house

• Professional whys: Climbing the career ladder, working in an industry that makes a difference

When you remind yourself of your "why," you reignite the passion that brought you into sales, driving you to push through tough times.

Remember Past Achievements

Sales can be extremely deflating at times, but dwelling only on failures stunts your motivation. Reflecting on past achievements reminds you that you're capable and recalls how great you felt during those periods, inspiring you to work towards that again.

Celebrate those wins, big or small. They serve as proof of your abilities and potential.

Have Positive Self-Talk

As mentioned, it's easy to feel deflated in sales, which means it’s also easy to talk in a deflated and defeated way, something that will have the opposite effect on your mindset.

Every salesperson has to be committed to guarding their mindset with discipline. You will face challenges daily, but if you're your own biggest critic who speaks with constant pessimism, you’ll find it hard to get motivated. Keep positive, even in the hard times, and you’ll see a huge difference.

Have Daily Goals

Salespeople often work towards monthly, quarterly, and yearly goals, which are amazing once you hit them. But what will inspire you on a daily basis?

Set daily goals that are motivating, challenging, but still realistic. These can include:

• Making a certain number of quality cold calls

• Sending personalized follow-up emails

• Engaging with a specific number of prospects on LinkedIn

Daily goals provide a sense of accomplishment and keep you focused.

Celebrate Your Goals

Celebrate your daily, weekly, monthly, quarterly, and yearly goals.

Remind yourself that hard work pays off. There's a toxic mindset that celebrating a win makes you complacent, but in reality, it’s the opposite.

Celebrating wins helps you reflect, feel the endorphins, and keep that feeling as motivation when you're working towards the next goal. A pat on the back or a moment of excitement reinforces positive behaviours and efforts.

Surround Yourself with Like-minded Salespeople

Surrounding yourself with people who understand the struggles and can motivate you to remember the good parts about sales is crucial. These people can provide inspiration and practical support.

Network through:

• Your workplace

• LinkedIn

• Networking events

• Seminars

There's a common belief that being a lone wolf in sales is the best approach. This is far from the truth.

Sales is inherently a teamwork effort. Of course, you need to be an individual who takes initiative, but the support and insights from a team will drastically benefit you.

Networking not only provides motivation and inspiration as you look at other people's successes, but it also gives you tangible, practical support for your sales career.

- Written by Arun Sutton

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