Are You Feeling Motivated…?
Motivation in sales is like honey to the bee, and better said, it's oxygen to a scuba diver. The common misused term is: "Are you feeling motivated?" Motivation is not a feeling; it is a process driven by emotions such as happiness, excitement, or even fear. However, the two are intertwined, as emotions such as passion can be a source of motivation. Many professions with goal-oriented objectives, such as sales, require behaviors that initiate action and pursue key steps in a process to achieve specific outcomes. Perhaps the better phrase would be, "Are you ready to take action?"
I recall having a boss who was the head of global sales at a billion-dollar company and was constantly burning the candle at both ends. He managed teams around the world and around the clock, never taking breaks. Before one of his long trips, I said to him, "Good luck," and he replied, "Thanks, but I don't need luck, I need to close business." What I thought was a motivating send-off turned out to be a reality check on what I was actually saying. Wishing someone good luck implies that their success depends on chance or forces beyond their control, which can undermine their efforts and confidence. It can also be perceived negatively in specific contexts, like before surgery or a key exam. Better send-off phrases include "Hope the trip goes well, You're going to crush it, or Safe travels." Stay away from phrases like ‘Good luck,’ ‘Best of luck,’ ‘Wish you luck,’ or any other phrase that uses luck as the key ingredient.
Five key elements motivate and drive a salesperson: money, recognition, goal achievement, autonomy, and a sense of purpose. Across nearly every sales channel or profession, the money factor has the most tangible value. A good salesperson lives for the bonus and commission incentives, which are directly tied to performance. Many top salespeople will test the limits of their commission plan, keeping their CFOs on their toes as they secure big deals that yield substantial commissions.
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