{"id":6,"date":"2019-07-17T09:00:20","date_gmt":"2019-07-17T13:00:20","guid":{"rendered":"https:\/\/www.sales30conf.com\/blog\/?p=6"},"modified":"2022-09-16T15:19:56","modified_gmt":"2022-09-16T19:19:56","slug":"how-to-help-salespeople-stay-highly-motivated","status":"publish","type":"post","link":"https:\/\/www.sales30conf.com\/blog\/how-to-help-salespeople-stay-highly-motivated\/","title":{"rendered":"How to Help Salespeople Stay Highly Motivated"},"content":{"rendered":"\n<p>A <a rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\" href=\"https:\/\/www.sellingpower.com\/r\/?5d2dcf0e7bb71\" target=\"_blank\">Gallup study<\/a> found that disengaged employees  cost companies $300 billion in lost productivity each year.<\/p>\n\n\n\n<p>That\u2019s\n quite a price tag. <\/p>\n\n\n\n<p>It was also\n revealed that only about one-third of American workers are engaged with their\n work. <\/p>\n\n\n\n<p>As a sales\n leader, these stats should alarm you.<\/p>\n\n\n\n<p>How\n productive is your sales force, actually? How much are disengaged sellers costing\n your company? How can you ensure your sales team is actively engaged and\n producing? <\/p>\n\n\n\n<p>The RAIN\n Group Center for Sales Research recently studied 2,377 sellers and\n professionals to determine what the most productive people \u2013 The Extremely\n Productive (The XP) \u2013 do. Part of what we found was that it\u2019s highly possible\n to manufacture your own motivation. <\/p>\n\n\n\n<figure class=\"wp-block-image\"><img loading=\"lazy\" width=\"912\" height=\"394\" src=\"https:\/\/www.sales30conf.com\/blog\/wp-content\/uploads\/2019\/07\/s30c_blog_img1_07172019.png\" alt=\"An infographic displaying habits but the hacks to these habits\" class=\"wp-image-7\" title=\"Habits_And_Hacks_Infographic\"\/><\/figure>\n\n\n\n<h2><strong>Nine Ways to Boost Your Own Motivation Levels <\/strong><\/h2>\n\n\n\n<h2><strong>Habit 1: Recruit Your Drive<\/strong> <\/h2>\n\n\n\n<p>The XP are\n exceptionally more likely (74 percent) to be very driven compared to The Rest\n (34 percent). Drive isn\u2019t necessarily innate, though, as The XP take specific\n actions that contribute to maximizing their drive.<\/p>\n\n\n\n<ul><li><em>Hack 1: Choose Your New\n Reality: <\/em>If\n you don\u2019t know where you\u2019re going, any path will get you there. To build your\n motivation, you can start by defining your goals \u2013 choosing your new reality of where you want to be. The XP\n are much more likely (40 percent vs. 12\n percent) to have written goals.<\/li><\/ul>\n\n\n\n<ul><li><em>Hack 2: Plan Actions\n Weekly: <\/em>Once\n you know your goals, align your monthly, weekly, and daily actions to them.\n Develop a plan that will help you reach your goals. The XP are two times more\n likely to plan priorities and work activities weekly. <\/li><\/ul>\n\n\n\n<ul><li><em>Hack 3: Track Progress\n Weekly: <\/em>Maybe\n you set your plan for the week and, when Friday rolls around, you look back\n and find you\u2019ve made progress on only two of your five key\n priorities for the week. What happened? What did you do instead? Was that the\n best use of your time?<br>\n <br>\n The XP are much more likely (76 percent vs.\n 34 percent) to hold themselves accountable\n for what they told themselves they were going to do. <\/li><\/ul>\n\n\n\n<h2><strong>Habit 2: Ignite Your Proactivity<\/strong><strong><\/strong><\/h2>\n\n\n\n<p>The XP are\n exceptionally more likely (67 percent) to be very proactive compared to The\n Rest (25 percent). As with recruiting drive, being very proactive isn\u2019t\n necessarily innate, though, as The XP take specific actions to getting started\n on difficult tasks.<\/p>\n\n\n\n<ul><li><em>Hack 4: Calendar\n Investment: <\/em>If you have something important to work on that\u2019ll help you make\n progress toward your goals (see Hacks No. 1 and 2), put it in your calendar.\n If you devote time to work on your most important activities, you\u2019re much more\n likely to do them. The XP are 2.7 times more likely to calendar\n their investment activities. <\/li><\/ul>\n\n\n\n<ul><li><em>Hack 5: Talk to\n Yourself: <\/em>A great way to boost your motivation is to practice positive\n self-talk. If you tell yourself you\u2019re not any good at something or can\u2019t do\n it, then that will be your reality. Instead, tell yourself you can \u2013 or be\n realistic about the help you need to get there. The XP are much more likely\n (43 percent vs. 18 percent) to practice positive self-talk. <\/li><\/ul>\n\n\n\n<ul><li><em>Hack 6: Say,\n \u201c3\u20262\u20261\u2026Go!\u201d: <\/em>Sometimes it can be challenging to be proactive, especially when\n the project you need to get started on is big, overwhelming, or daunting.\n Rather than procrastinate, count down from 3 and just get started on it. Dig\n in. The XP begin immediately 3.5 times more frequently than The\n Rest when they think of activities they should be doing. <\/li><\/ul>\n\n\n\n<h2><strong>Habit 3: Reengineer Your Habits<\/strong><strong><\/strong><\/h2>\n\n\n\n<p>The XP are\n exceptionally more likely (63 percent) to have work habits that contribute\n significantly to being extremely productive compared to The Rest (12 percent).\n We found that The XP are more adaptive \u2013 able to change their habits and adopt\n new ones when they found doing so would make a difference. This had much to do\n with the following hacks they employed.<\/p>\n\n\n\n<ul><li><em>Hack 7: Say, \u201cWhen I,\n Then I, Will I?\u201d: <\/em>Everyone has bad habits they need to stop that hurt their\n motivation \u2013 and good habits they can adopt to increase it. One way to\n change these habits is to plan in advance how you\u2019ll respond to specific\n triggers. For example, if you want to start the habit of implementing a\n morning routine (see Hack No. 9), you can say to yourself, \u201cWhen I first get\n to work, then I will immediately start my five-step\n morning routine.\u201d To commit even further, ask yourself, \u201cWill I do this?\u201d If\n you say yes, you\u2019re much more likely to follow through and do it consistently.<br>\n <br>\n The XP are much more likely (32 percent vs.\n 10 percent) to plan in advance how they\u2019ll\n respond to triggers that impact their productivity. <\/li><\/ul>\n\n\n\n<ul><li><em>Hack 8: Change Your\n Environment: <\/em>Your work environment impacts your motivation. The XP are much\n more likely (56 percent vs. 17 percent) to\n organize their work environment to maximize productivity. <\/li><\/ul>\n\n\n\n<ul><li><em>Hack 9: Make Your\n Morning Routine Sacred: <\/em>The most productive and motivated people have a consistent morning routine that contributes to their success. The XP are much more\n likely (57 percent vs. 22 percent) to have a morning routine that starts the day off right.\n <\/li><\/ul>\n\n\n\n<p>Sellers who  adopt these habits and hacks will see a sustainable rise in motivation across  the board. <\/p>\n\n\n\n<div class=\"wp-block-image is-style-rounded\"><figure class=\"alignleft is-resized\"><img loading=\"lazy\" src=\"https:\/\/www.sales30conf.com\/blog\/wp-content\/uploads\/2019\/07\/MikeSchultz.jpg\" alt=\"Headshot of Mike Schultz\" class=\"wp-image-8\" width=\"100\" height=\"100\" title=\"Mike_Schultz_Headshot\"\/><\/figure><\/div>\n\n\n\n<p><em>Mike Schultz is a bestselling author of<\/em> Rainmaking Conversations<em>&nbsp;and&nbsp;<\/em>Insight Selling,<em> director of the RAIN Group Center for  Sales Research, and president of RAIN Group \u2013 a global&nbsp;<\/em><a rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\" href=\"https:\/\/www.sellingpower.com\/r\/?5d2dcf2c3ffd7\" target=\"_blank\">sales training<\/a><em>&nbsp;and  performance improvement company. He and RAIN Group have helped hundreds of  thousands of salespeople, managers, and professionals in more than 75  countries transform their sales results and unleash their sales potential.  Follow Mike on&nbsp;<\/em><a rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\" href=\"https:\/\/www.sellingpower.com\/r\/?5d2dcf44c2190\" target=\"_blank\">Twitter<\/a><em>&nbsp;or connect with him on&nbsp;<\/em><a href=\"https:\/\/www.sellingpower.com\/r\/?5d2dcf5ceee59\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">LinkedIn<\/a><em>. &nbsp;<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Here\u2019s how the most productive salespeople keep themselves motivated to perform at their peak.<\/p>\n","protected":false},"author":1,"featured_media":9,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[2],"tags":[],"_links":{"self":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/6"}],"collection":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/comments?post=6"}],"version-history":[{"count":6,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/6\/revisions"}],"predecessor-version":[{"id":824,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/6\/revisions\/824"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media\/9"}],"wp:attachment":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media?parent=6"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/categories?post=6"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/tags?post=6"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}