Prospecting Ain’t Easy – How can you stay motivated?
Even the best sales people can struggle to stay motivated through the never-ending business development “chase”.
Here are some key ways to keep your motivation high.Don’t Take it Personally
Getting rejected is part of the game. It’s unreasonable to think that everyone will need what you offer and/or open up to a total stranger.
Remember that today, they don’t know you or need you … but how about tomorrow? Things change.Celebrate the Small Victories
Especially when you have a long sales cycle; take time to celebrate and acknowledge small victories … such as having a quality conversation, achieving your daily contact goal or booking an appointment.Build Your Pipeline
Sometimes hitting the big “homerun” is all you need to achieve your goals but don’t rely on that. Focus on hitting “singles and doubles” and the homeruns will come.
Have a simple goal of always maintaining a funnel that has 4 times more leads in it than you need. So if you need to close 5 sales, focus on finding 20 opportunities. The rest will take care of itself.Use your CRM
The average sales person has over 100 relationships going on at the same time … albeit at various stages. Just trying to remember what you said, who you said it to and what’s next can be daunting and frustrating.
Let your CRM take that burden off your shoulders to keep you focused and motivated.A Good Manager Helps
While out of your control, a good Sales Manager is working alongside you to help you stay motivated. They are also celebrating your small successes, while coaching you through challenges.
Poor managers simply show up when things are not going well. By that time, it’s often too late and can be even more de-motivating.
Good sales managers take a keen and proactive interest in your development, your skills and your success.
Your success should be their success.Sell What You Like
If you don’t believe in what you are selling; it will be tough for you to stay motivated long-term.Match the Selling Process to Your Personal Style
Sell solutions that match your preferred style. Some sales cycle are long while others are quite short; some sales are consultative while others are transactional; some require a collaborative approach while others suit a solo act; some have a niche market while others fit a broad audience.
Example: If you are the type of person who needs the quick “wins” to keep you excited, don’t choose to sell a product or service that has a long sales cycle.