Sales Motivation for Greatness

I’ve been studying salespeople and sales motivation for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. Let’s think about why for a moment.

On one hand, we expect outgoing, gregarious, creative, relational, caring, and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there.

On the other hand, we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople. Very left-brain.

No wonder it is so difficult to find the truly GREAT salespeople with compelling success profiles.

During my thirty-year career in sales, I’ve observed three mental and emotional keys to sales success.

Positive Energy

The list is not necessarily in order, but if it were this would be number one. I can teach salespeople a lot of things; positive energy is not one of those things.

Great salespeople carry a positive mental frame of mind and they protect it at all times.

It doesn’t mean they must be hyper – that would be “high” energy. It means they have to possess a truly great attitude – THAT is “positive” energy.

Achievement Drive

Great salespeople need to win. They just need to.

No one needs to point out the scoreboard to them. They don’t need a motivational speech. It drives great salespeople nuts when they are not selling as much as they know they should.

They are winners. They know of no other way.

Problem-Solving

Great salespeople are heavy on the grey matter, and they embrace the opportunity to solve problems. Where other salespeople run away, these folks say, “Bring it on!”

Think about it – getting those toss-up sales is all about solving problems. Why shouldn’t the best problem-solvers be the best salespeople?

Want to join the ranks of the best of the best? Ask yourself what daily habits would help you improve in any of the three categories? What can you do every day that would move you to greatness? Make a list. Develop a plan. Then execute.

We are all capable of greatness and great salespeople change the world.