A director tells an actor to walk across a stage, pick up a glass and say his line.
Actor: “What’s my motivation?”
Director: “Your paycheck.”
(Attributed to Alfred Hitchcock)

Sound familiar? Unfortunately, as salespeople, there may be more truth to this than we care to admit. And why not? Sales can be a lucrative career. Compare that to acting where 85% of the Screen Actor’s Guild members make less than $5000 a year. If money were the chief motivator – there would be a lot fewer actors in the world!

Most salespeople would turn and run from such odds. What drives actors if not a love for what they do and a consistent striving to improve? What motivates you?

“The man who does not work for the love of work but only for money is not likely to make money nor find much fun in life.
Charles M. Schwab

How much effort do you put into your career when business slows down or competition heats up? Do you jump from job to job in search of that perfect combination of right product, right client and right timing? Or will you, like the best actors, continue to hone your craft, finding new ways to adjust and grow?

Financial Motivation Equals Efficiency:
Say it along with me: “Sales is a numbers game.” True, but beware! When approaching anything from a strictly financial motive, efficiency becomes your master, and any performance, whether you’re acting or selling, driven by efficiency creates cookie-cutter behavior and limited time devoted to finding creative solutions. And if there were ever a need for creative solutions – it would be now!

How to Find Your Most Powerful Sales Motivator:
Here are some steps taken from professional actors that I’ve adapted to sales to help you find and put into action a strong, personal motivation: Read More…