“Whatever it might be, find a stretch project and also keep notes on it. So we all probably have some annual bonus structure or we have something along those lines. Your manager is not going to know all of those stretch projects that you do. So make sure that you’re keeping notes on those so that when you’re filling out your yearly review.” – Briana Stimmler in today’s Tip 1487
What do you do when you don’t feel motivated?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got one more clip from Briana Stimmler’s Sales Success Summit Presentation on Maintaining Your Momentum and Staying Motivated. Here’s Briana again:
Briana Stimmler: What do I do? What to do when you don’t feel motivated, when you do have those days that you just don’t want to do what you know you need to in order to accomplish your targets? So here are a couple of things.
So take a deep breath. This is a common theme so far. We’re all human. We are not the bots that some of our companies are creating. And so you’re not always going to feel motivated. And the first thing to know is that that is okay. That is okay. Something that I’ve picked up just in the last probably about 18 months now is meditation. That’s why you saw me sneak out. So I did a quick little meditation session before coming up in front of all of you. And my trick is that I do it when I can catch all of my anxiety triggers going off during the day.
So if I have three back-to-back calls that I’m in, and they’re intense calls, you’re using the whole time, you’re on, right? We’re on. Cameras on, we’re on. I feel myself having shortness of breath. My breaths are really, really short. I can feel that. I start to have OCD tendencies. I start counting all of the things that I know I need to still get done that day. I’m looking at my to-do list and I’m counting it. I’m clicking things really quickly. I’m opening up Outlook. I’m not finishing it. It’s like squirrel syndrome. I’m just opening up all these things. When I notice those things, and everybody’s going to have a different thing, if I don’t have an immediate call next, I shut everything down, I turn headspace on, and I do at least a 10-minute meditation. Might not be perfect. I might still be thinking about all those things that I have to do, but it at least calms everything down and brings me back grounded. So that’s number one.
Number two is fall back to those habits. So if a process like I just talked about is what you need, if it’s something else that you’ve built yourself, just fall back on those habits. Just know that that’s what you’re going to do because then it becomes second nature. You don’t have to worry about what the next thing is because you know the next thing is call five people. Just call five more people or look up on LinkedIn for your next contact. Just do something.
And then the last thing, which actually I think is the most important too is stretch projects. Something that my dad says all the time is that your job pays for your hobbies. And if your job can be something that you enjoy as much of your hobby, that’s the dream. That’s the dream is to have that.
Now, I agree with them to a certain extent, but I also think that you can find pieces of your job that maybe aren’t your day-to-day that you do to find joy, to fill your cup, to be able to gain energy from what you’re doing.
So an example for me is building processes. So I am one of those weird account executives that really likes my CRM that might not land with everybody, probably almost nobody. But I really enjoy getting my notes into the CRM. I really like making sure my forecast comments are up to date with what I’m doing next. I love being able to stay organized. And a lot of it is because of what I’ve had to do for the last three years, which is this high-volume account interaction. It made my day and my life easier. It also keeps your management off your back. So if you just do it and you just update it and they know what you’re doing next, you will never get that ping at five o’clock in the afternoon saying, “Hey, do you have five minutes? Do you have a couple of minutes to chat?” You’re never going to get that because if your CRM is updated, then they’ll be able to go and see, “Oh, Brianna is going to talk to this next customer on 11-3. And that’s their next step. So I don’t need to worry about her.” So that’s for me. So I like building processes.
So I do a lot of stream videos. I’ll share my screen and I create a video of exactly how to work within our CRM so that you only have to click one place instead of five places like I’ve seen my coworkers do. Or here’s how I best quickly take notes on an account with the important information. Then I send those out to my coworkers because they can refer back to those. It’s a video that they can then use. That’s something that fills my cup. So that’s what I do in my free time when it comes to what I don’t need to do.
For you, it might be mentoring. Maybe you really like mentoring others. So you set up 20 minutes sinks, 30 minutes sinks with newer members of your team to just have a conversation. Tell them that you’re there to help. Tell them that you’re here if they have any questions. Provide advice. Listen to their worries. Something along those lines.
Whatever it might be, find a stretch project and also keep notes on it. So we all probably have some annual bonus structure or we have something along those lines. Your manager is not going to know all of those stretch projects that you do. So make sure that you’re keeping notes on those so that when you’re filling out your yearly review. It can be just to the point. Brianna closed 278 % attainment on a target at $21 million. She did a training with 148 sellers on how to build a process. She was the only person that did it.
Scott Ingram: For a link to the full audio from this presentation that we just released on the Sales Success Stories podcast, just click over to DailySales.Tips/1487. Once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!