Unleashing Your Motivation
Unleashing Your Motivation
That’s why, the more we can understand about what motivates us personally, helps us to tap into our internal motivational power.
We are all unique individuals and are motivated by what is important to us personally. The factors that are important to us can be described as our values and are the fuel that drives our behaviour. Our values are unique to us and we each have a different set of values based on different aspects of our lives. For example:
➢ Career
➢ Relationships
➢ Finances
➢ Health and Fitness
➢ Family and Home
➢ Social Life
➢ Personal Development
➢ Spirituality
As sales people, if we can discover our values in the context of our career in sales, we are consciously able to identify what is important to us and can therefore begin to notice ways to leverage our own motivation.
If we are doing a job that satisfies our most important values then we will feel highly motivated and energised. Sometimes, when we feel de-motivated, it’s because we are not consciously aware that certain aspects of our job role are aligned to our career values.
The process to leverage our own motivation is:
1. Discover what is important to us in our career (these are our career values)
2. Prioritise our career values in their order of importance to us
3. Develop reasons why our current job role can satisfy each of our career values
How the process works
➢ Find a partner, because it is easier to discover your career values when somebody else is helping you
➢ In pairs, make sure that you are both in rapport because values are very emotive and trust in your partner is important to allow communication to flow
➢ Your partner should ask the question “What’s important to you in your career?” then “What else is important to you in your career?” until you have given your partner between 8 – 12 values
➢ Your partner should write down your values exactly as you describe them and then show them to you. Then, your partner should ask “ Which of these is most important to you?” What’s next in importance?” until they have prioritised your career values in their order of importance to you
➢ Once you have your career values in order of importance, take each value and describe how your job can satisfy that value
Here is an example of how this 3 - step process evolves:
Step 1 – Discover Your Career Values
• Money
• Recognition
• Challenge
• Advancement
• Feeling part of a team
• Making a difference
• Excitement
• Having fun
Step 2 – Place in order of importance
1. Challenge
2. Excitement
3. Making a difference
4. Recognition
5. Money
6. Advancement
7. Feeling part of a team
8. Having fun
(Notice that the order that this sales person’s values were obtained is different to the order of importance)
Step 3 – Satisfying values
1. Challenge – ambitious sales targets/ more new customers
2. Excitement – getting bigger deals/not knowing which prospects will convert
3. Making a difference – customer feedback about my service/contribution I make to the overall team target
4. Recognition – seeing the reactions of prospects/customers/getting congratulated by my manager
5. Money – more sales = more commission/end of year bonus for achieving annual target
6. Advancement – opportunity to apply for Key Account Role
7. Feeling part of a team – sales meetings/mentoring/achieving my part of the team target
8. Having fun – interaction with prospects and customers/being on the road/sales meetings
Unleashing Your Motivation - To learn more about this author, visit Nikki Owen's Website.
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As sales people, if we continually look to find motivation from outside of ourselves, then we are placing ourselves in a risky situation because it may not always be possible to have a drip-feed of motivation feeding us when we need it most.
That’s why, the more we can understand about what motivates us personally, helps us to tap into our internal motivational power.
We are all unique individuals and are motivated by what is important to us personally. The factors that are important to us can be described as our values and are the fuel that drives our behaviour. Our values are unique to us and we each have a different set of values based on different aspects of our lives. For example:
➢ Career
➢ Relationships
➢ Finances
➢ Health and Fitness
➢ Family and Home
➢ Social Life
➢ Personal Development
➢ Spirituality
As sales people, if we can discover our values in the context of our career in sales, we are consciously able to identify what is important to us and can therefore begin to notice ways to leverage our own motivation.
If we are doing a job that satisfies our most important values then we will feel highly motivated and energised. Sometimes, when we feel de-motivated, it’s because we are not consciously aware that certain aspects of our job role are aligned to our career values.
The process to leverage our own motivation is:
1. Discover what is important to us in our career (these are our career values)
2. Prioritise our career values in their order of importance to us
3. Develop reasons why our current job role can satisfy each of our career values
How the process works
➢ Find a partner, because it is easier to discover your career values when somebody else is helping you
➢ In pairs, make sure that you are both in rapport because values are very emotive and trust in your partner is important to allow communication to flow
➢ Your partner should ask the question “What’s important to you in your career?” then “What else is important to you in your career?” until you have given your partner between 8 – 12 values
➢ Your partner should write down your values exactly as you describe them and then show them to you. Then, your partner should ask “ Which of these is most important to you?” What’s next in importance?” until they have prioritised your career values in their order of importance to you
➢ Once you have your career values in order of importance, take each value and describe how your job can satisfy that value
Here is an example of how this 3 - step process evolves:
Step 1 – Discover Your Career Values
• Money
• Recognition
• Challenge
• Advancement
• Feeling part of a team
• Making a difference
• Excitement
• Having fun
Step 2 – Place in order of importance
1. Challenge
2. Excitement
3. Making a difference
4. Recognition
5. Money
6. Advancement
7. Feeling part of a team
8. Having fun
(Notice that the order that this sales person’s values were obtained is different to the order of importance)
Step 3 – Satisfying values
1. Challenge – ambitious sales targets/ more new customers
2. Excitement – getting bigger deals/not knowing which prospects will convert
3. Making a difference – customer feedback about my service/contribution I make to the overall team target
4. Recognition – seeing the reactions of prospects/customers/getting congratulated by my manager
5. Money – more sales = more commission/end of year bonus for achieving annual target
6. Advancement – opportunity to apply for Key Account Role
7. Feeling part of a team – sales meetings/mentoring/achieving my part of the team target
8. Having fun – interaction with prospects and customers/being on the road/sales meetings
Unleashing Your Motivation - To learn more about this author, visit Nikki Owen's Website.
Like this article? Share it with your friends
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