by Jerry T. Hancock

If you have been in sales for some time you already know this; if you are new you need to learn this: You are responsible for your own motivation. No one will do this for you and in fact no one can do this for you.

This may be the secret to the difference between successful salespeople and those who give up. When it comes to motivation, it must come from within. The external pressures are just that, but they are not motivators. Motivators are things such as ambition, desire for recognition, desire to help, etc.. These things come from within it and no one can "give" them to you.

So how do you motivate yourself?

Keep in mind that motivation is largely an emotional issue. More importantly, keep in mind that you can control your emotions. When you control your emotions you control your actions. Not succumbing to temptations which take you away from your sales effort is an important decision. But more important is knowing that you can get back on course simply by telling yourself you intend to do that.

Don't allow others to control your day. If you hang around people who are bemoaning the poor sales climate and the problems with your territory or client base, you'll never get anywhere. You must make the decision that you have all the ingredients you need for success. And then make a decision that you will turn the ingredients you have into a profitable enterprise. This is self motivation at its best.

Just keep in mind constantly that you are the only one who can control your destiny. It is not in the hands of your clients, your sales manager, your product line, your territory or any other variable. Make the decision now that you'll get on with the program and be successful!