Your WHY

'Does he really think I'm gonna be motivated to hit these targets month after month!?'

...David thought to himself after another demotivating pipeline review with his line manager.

Salespeople have always had targets thrust upon them.

It's the nature of the beast & as old as the craft of selling itself.

Yet this external application of pressure is not always conducive to getting the best out of people.

On the contrary - salespeople may feel so much pressure that they start to exhibit desperate behaviour - infecting their outreach & communication with prospects.

If, however, this motivation comes from them, it starts to become far more empowering.

Hence, one of the biggest shifts in mindset you can make as a salesperson is to find a strong enough 'why'...to ensure the impetus to succeed comes from you.

And that's different for everyone.

This is something I experienced first hand in my 20s, and it pretty much changed my results overnight.

My line manager at the time thought I'd woken a new person entirely & couldn't understand what had happened.

This new sense of ownership accelerates your inner drive beyond what you ever thought possible.

You become the CEO of your market, your region, your niche.

This manifests itself through your actions, behaviour, habits...and your voice where you'll just sound a lot better.

Your role will start to become an obsession...a vehicle upon which you can truly make your mark.

You begin to realise your role is a blank canvas & that you define it - it does not define you.

And you'll start to hold yourself to a much higher standard than anyone else...including those you report into.

All of a sudden things will look & feel different...

- Your target now has real meaning.

- It's on your terms.

- You've lit that fire inside of your belly, propelling you forward like never before.

You've set yourself free from mediocrity & going through the motions to hit meaningless KPIs.

You've discovered purpose - a powerful internal drive...

and so much more powerful than anything external.

#sales #mindset #selling