Motivation from Within
May 16, 2018 12:50PM
By Karl Schaphorst
As a salesperson, do not let the elephant go where it wants to go. Steer it down the path that leads to success. Wake up the rider so that its power will drive the elephant towards success.
It’s a multi-step process. The first thing needed is a vision/mission statement that clarifies a purpose for living. This will ignite a passion that will trump the feeling of fear and resignation that typically keeps people from pursing success. Second, take sales one step at a time. When the elephant looks to the summit of the mountain from the mountain’s base, it will become overwhelmed. Give the elephant manageable milestones that are achievable and well-mapped out, and the elephant starts to move up the mountain. Third, define key performance metrics that prove progress is being made, because if the elephant is to sustain the effort up the mountain, it needs to know that movement towards the summit is happening. The emotion that keeps the elephant climbing is called fulfillment. Last, condition this enormous beast with a predefined reward system that provides treats every time a milepost is reached. This causes the elephant to become your biggest ally in the pursuit of success.
Knowing true purpose is crucial to awakening the rider so that it will steer the elephant. In an effort to define this, here are six questions to ponder:
- What were you born to do?
- How do you want to be remembered?
- What makes you wake up and go to work?
- How can you become more self-aware?
- What gets you excited and passionate?
- What impact are you having on others?
This column was printed in the June/July 2018 edition of B2B.