Ray Lewis is a legend in the NFL for his determination to break through any barrier that gets in his way. His mindset not only keeps him motivated, it motivates his entire team to overcome any obstacle in their way. Salespeople who have this level of motivation set records as well.
In Ray’s book, “I Feel Like Going On” he talks about watching the movie Gladiator (Russel Crow) before each game to ensure his motivation was dialed way up. The phrase from the movie, “Unleash HELL!” became Ray’s battle cry.
If you want to excel in any profession, especially in sales you must stay highly motivated.
Nothing compares to the exhilaration of closing a really big deal. But t0 get to that moment of glory, it could have taken six months of struggle, rejection, doggedness and a ton of hard work. For most salespeople, big wins happen infrequently.
A salesperson’s day-to-day reality can be a mixture of rejection from your prospects. Scrutiny from your sales manager and dealing with bean-counters hell bent on questioning every financial decision you want to make. This regiment of negativity can even suck the life out of a Disney character. Can you imagine a depressed pluto?
The one thing all successful sales professionals know is that your mindset determines your success.
Seven ways you can stay highly motivated no matter what’s going on
Know your purpose in life. Every person on earth has a purpose but most people have no idea how to find it. Once you know your purpose it gives you te ability to be unstoppable in any situation. Learn how to uncover your purpose on my previous blog post.
Know your deepest values. Your power, your passion, your drive all these come from you being true to your values. When you don’t know your values it deprives you of this energy. And because you don know what they are, you can accidently violate them causing anxiety.
Create compelling goals. When you know your purpose and your values it gives you the confidence to really go for it. Your goals become bigger and your drive to achieve them becomes unstoppable. Basically, you know what you want and you have the mindset to go get it.
Find a guru. In your industry, there are hundreds of people who walk on water. These individuals get spectacular results and make it look easy. All you have to do is reach out and ask them to be your mentor. Take them out to lunch once a month, once a quarter and get them share some of their wisdom with you. People want to help and be of service, take advantage of that. And when you are a star you can become the mentor for others.
Feed your mind. Get inspired by people who have overcome hardship and achieved success. Read biographies, watch cheesy Disney flicks, devour inspirational quotes, do whatever it takes to feed your mind with massive quantities of inspiration. This positivity is an antidote to the negative people and situations that you may encounter.
Find the key indicator. Computers measure everything. You can track how much time you spend on a sales call, number of meeting before you get a sale. Basically, you can drown in data if you want. Most salespeople look at the revenue they bring in as the ultimate yardstick. I have found the number of first meetings I get as being a really useful indicator of success. Being diligent on getting enough first meetings always keeps me prospecting and ensures that my pipeline full.
Take massive action. At the end of the day, it’s the activities you do and your mindset that determine your level of success. The above six steps ensure you know what you are going after, why you are going for these goals and how to build a success mindset. This trinity ensures you will always be a top performer in your sales organization.
The reason I highlighted Ray Lewis for this post was his mindset. He tore his triceps in October 2012 game. The doctors said this was a career ending injury. Ray got it in his head that this was the season where the Ravens were going to win the Super Bowl. So his only option was to recover within a few months so he could help his team with at that game.
There was no other option so that is what Ray did.
Once you have mastered the basics in your profession the fastest way to improve is the strengthen your mindset.