Here’s a question that was asked the other day on my LinkedIn group and I thought that the answer I gave would be of interest to my blog readers as it is a situation that I see fairly often which is impacting both individuals and sales leaders…
“How can I get motivated when my team members have changed? My new team lack the ambition and drive to canvass and, for my sins, I am falling behind.”
Changes in business teams and operations can be one of the most destabilizing and worrying things. I understand your frustrations. Most salespeople from time to time experience external conditions that are not so conducive or motivational for them. Without sounding trite, it is important that we recognize this for what it is… something that can effect motivation but that does not have to.
Motivation, whilst easily influenced externally, is an internal phenomenon. Only you can “do” motivation and only you can “do” demotivation…
First the good news!
The first step in any intervention is recognition and the second is the desire to change. You have both by virtue of the fact that you are here and asking this question.
Now the not so good news!
Many personal development experts believe that you become most like the people that you spend the most time with. For the most part, I tend to agree. When we are surrounded by demotivated, reactive sales whiners, it is easy to get dragged into the soup. It’s thick, it’s warm and it can be inviting to take a swim. Misery likes company and it will bide its time waiting for your darkest moment in your darkest day before leaping on you and dragging you down to the depths. Before you know where you are, you will be outside smoking a cigarette and rubbishing your company, your products and your market. Next step, early knock offs, late rises and looming P45s.
You need to create some space between you and the rest of the team. You don’t have to shun them totally but why not change your break times a little and break the pattern of negativity? Don’t get involved in destructive conversations. Refuse to participate in woe is me love-ins. Take some time to remind yourself why you do what you do and what’s in it for you. Look around your office and realize that most of your colleagues long ago gave up on any meaningful goals or dreams.
Remind yourself of your dreams and goals. Set some bigger ones. Set some bigger ones still. Create activity targets and reward yourself when you smash them. Find yourself a support team – real or virtual. Subscribe to positive sales and motivational newsletters (like mine!). Review the posts on this blog about getting and staying motivated. Check out my sales and personal development products and programmes. If all else fails and they keep stealing your oxygen and trying to drown you, consider your long-term goals and whether you need to change something more significant to achieve them.
Finally, GavinIngham.com has a motivated readership. People take part in communities like this because they want the best for themselves and for others. (Make your own) Good luck and sell with passion!