Do you remember how the last sales training motivated you to read more about sales and spend more time planning and preparing your calls and visits?
Remember how that seemed exactly what you wanted for about two weeks and how your focus trailed off again two weeks later?
Remember how your colleague hit a 200K deal and that woke you up again and made you read more articles and prepare your calls again, for about two weeks?
This is what we call FOCUS.
In one of my previous articles, I discussed the Reticular Activating System and how you can 'teach' your brain to focus on the things that are necessary to reach your goals.
Needless to say that if your goals aren't clear to begin with, you'll have a hard time focusing.
So...you find yourself in between focus-peaks.
How do you re-focus and switch ON again?
You can't be switched on everyday and all day, you may argue.
Well, I would agree that you have to balance your efforts in order to continuously be at your best. And emptying your energy and brain reservoirs certainly isn't the way to go.
However, if you have clear goals, and you have established that those goals will make you happy - you DO have endless energy to pursue those goals.
Quantify your goals and recreate what that means in the number of deals you will need to close in order for you to reach your goal. Quantify how many quotes/business offers you typically need to have in your pipeline for you to expect that amount of business in signed deals. Quantify how many calls you need to make to get to that number of quotes. And break it down per quarter, per month, per week and per business day.
If you calculate that you need 40 calls per day to get 10 deals that will meet your monthly target - not your boss's - YOUR target, then wasting time chatting at the coffee machine may seem a lot less attractive all of a sudden.
With that said, if you DID make your 40 calls, there IS time to reward yourself and take a bit of steam off by chatting with coworkers, playing ping-pong or other leisure.
So, what about the In Between?
How can I regain my focus and energy if I am in between those peaks of attention?
PLAN your daily, weekly, monthly infuse of motivational support, interesting sales tricks, and mentoring conversation.
If you want to make progress, why just rely on your own discipline and insights, why not ask for someone else's help.
If it's a direct sales colleague - all the better. You probably both have the same issue. If you think someone else at your firm, or your ex-boss may be of great value and offer good insight and self-reflection, why don't you plan for a breakfast meeting to start the day energized?
The conclusion is:
You can wait for your sales manager or CEO to motivate you, but ultimately you are chasing your own dreams, and there's no-one more capable and interested in achieving those goals than you. You just need to make it happen.
Make it happen!