When Sales Motivation Goes Away

Watch this week's Short Attention Span Sales Tip here.

Welcome to one of the most difficult weeks in the selling year!

Many of us — and perhaps even most of us — work quite well in a chaotic environment. While we are not always as efficient as we should be, most salespeople thrive when there is a lot going on.

But ...

The opposite is also true. When things turn and it becomes quiet — like these next couple of weeks, for example — it is commonplace to fall into a personal funk. You find you have no energy for anything related to work. Nothing excites you. You don’t feel like working.

There are times when a quick Tony Robbins video can get you back on track. But when it becomes obvious this is a more permanent situation, you need a different solution. Here are some thoughts ...

1. Lean into it — Accept it. You can’t be “on” all the time. You might need the break. So, just let it happen.
2. Don't feel guilty — You cannot achieve the high-highs without the low-lows. Everyone goes through this regardless of their selling experience level or sales volume.
3. Throttle back — There's nothing wrong with reducing your hours for a few days. Today, for example, my first coaching call was 10 AM. Instead of sitting at my desk miserably uninspired, I went to the gym and had an excellent workout. Yesterday, I quit early and took my 2 year old grandson to the pool.
4. Make some calls—No, not prospecting calls. Phone some clients and check in. Call with no agenda. Just say hello, wish them a happy holiday season, and ask what their plans are for the new year on a personal and business level. This is particularly good advice if you know someone who is struggling (and believe me, people are struggling). Even a simple voicemail of encouragement goes a long way.
5. Read — We all know we should read and yet very few of us make the time. Now that your creativity tank is empty, grab a business book and start filling it back up.

See this lack of sales motivation as the gift it is. Know that this, too, shall pass. Take a breath. Take a break. Recharge. You won’t be down for long and when you come back, you’ll be stronger for it.