A study of 2000 salespeople was conducted to determine what caused emotional burnout. The research found that having a desire to be of service was 240% more important than simply being satisfied with your job.
Successful selling requires more than simply calling on customers and closing sales to achieve a numerical goal. For continued motivation, it must also involve a cause greater than financial success alone - it must involve helping make customers' lives better.
Money can motivate in the short term. However, for sustained success, there needs to be a sense of serving others. And that means a clear understanding of the difference that a sales person will make in their customers' lives.
When sales people are uncertain of the true impact their product or service has, or don't believe in what they are selling, they waste energy chasing fears and doubts. Over time, they lose confidence and effectiveness.
Staying motivated is a challenge for both the sales people as well as the sales manager. I did my own research on this topic and ended up with about staying motivated. The common denominator was their desire to make a difference in their customers business.
Here are some of the comments from the research:
"Keep learning more about my customers business so I can help them more in unique ways"
"The excitement of helping your customer and knowing he or she is happy generates self motivation"
"My customers are also counting on me to be the very best I can be for them"
"I like people and being able to help them be successful in making money"
"The happier I make a customer, the more I stay motivated"
"I get a lot of satisfaction from solving my customers' problems and helping them be successful"
"I can distinctly remember the rush I would get when a customer would really let me work for him"
"I tell myself over and over...I am filling a need. I am providing a service that will change their life!"
"The more I learn about my product and the way it improves the lives of the user really fuels my passion for what I sell"
"I think back to all my customers that have thanked me and have told others about how much I have helped them with ideas and service"
"I don't sell anything, I solve problems. By keeping that in mind I really feel I am helping my customer"
"I like to think that I have useful information for people, so why would I withhold that from them"
"We make a difference every time we sell product to the customers"
Chadney E. Sawyer
"My motivation comes from excitement I get from working with my customers to solve their problems"
"When we go out of our way to make something happen and the customer appreciates our effort to help his business"
I think you get the point. If you are in it just for the money, your enthusiasm will eventually disappear
When you really understand that SERVICE IS THE SECRET OF SUCCESS YOU NEVER HAVE TO WORRY ABOUT BEING MOTIVATED - YOU ONLY HAVE TO WORRY ABOUT FINDING ENOUGH HOURS IN THE DAY TO GET EVERYTHING DONE THAT YOU WANT TO DO.