Operations and Sales Insights

Accentuate the Positive

Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. 

“When things aren’t going well, it’s easy to blame the marketplace or the economy,” she says, “But you have to stop whining, look in the mirror, and force yourself to address the problem squarely and brainstorm the solution.”

Weiss has a number of tips for salespeople experiencing a motivational slump. 

1. Tap your networking relationships. Build a mutual support team to talk with, either by phone or email. 

2. Make a commitment to lifelong learning by attending seminars and reading motivational material. Learning builds confidence, and confidence builds a good self-image. 

3. Reflect on where you are and where you want to be. Identify your strengths, and continuously remind yourself of them. Be your own positive coach, not a negative influence. 

4. Put some fun in your life. Don’t take things so seriously. Keep a fun journal of humorous items, or even cartoons, and refer to it when things go south. 

5. Keep up the enthusiasm, and don’t allow yourself to get down. If you’re really depressed, phone your favorite customers and just chat. It will make them feel good, and it’s positive reinforcement for you. Remember this quote from Ralph Waldo Emerson, “Standing in our own sunshine causes most of the shadows in our life.”

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