How to be motivated in sales

Hey guys, what's up? Matt here. And today I'm going to tell you how to stay hungry, how to stay motivated as a salesperson, avoid slums, all that kind of good stuff. Alright guys, if you like it, slap, subscribe, hit notification bell. All that kind of good stuff. Make sure you stay all the way through to the end because it's going to be a good one. How do you stay hungry? How do you stay motivated as a sales professional? It's hard. It's a performance based industry. I look at sales as the equivalent of a professional athlete and it is the most comparable thing in the business realm because you are 100% performance based individual. So with that comes ups and it also comes its downs. So today I'm going to do a nice quick short video on how I stay motivated, how I stay hungry, how I get the results that I want to get and I make the money I want to make in sales without it completely destroying my life in the process. So the first things first is that we have to get some context. And I come from a special forces background when I used to be cool and run and gun and all that kind of good stuff. I have a good understanding that what we do is great and it's important for our families. But we are not winning any wars here. There is no point getting upset over a deal not closing. There's no point even knowing that a client is pulled out at 5pm on a Friday night. I have this conversation with my guys all the time. I am like the responsible adult in charge sales sniper. I'm the second oldest person in the company but I'm like the head of the company as well. Constantly having to tell these guys like hey guys like always do your best, do your best within the confines of what you want to have as a work life balance. Some guys want to work 70 hours a week, some guys want to work 20. That's fine as long as we know the expectation and you can do the best work possible within the confines it's going to make you happy and then also know the difference between real work and perceived work. I have a conversation with one of our new guys the other day. He's like I worked 80 hours last week. I was like first it wasn't stupid, second one later. I know what you do. There is no physical way that you did 80 hours of work. Now you may have felt like you were at work for 80 hours. And that's a problem in and of itself. If you don't have an ability to separate between what is Work you and what is non work you and you just are at work all day which is a huge thing for commission on these sales reps because you work from your house. It's one of the reasons why I got an office. It's because it's going to give you, me and my team that can be in the office, the separation required. I don't want guys working at home. I don't want guys working 12 hour days. I don't want people never taking holidays, having no fun and being generally boring human beings outside of the confines of their job. That is not what makes a good, well rounded human being. Right? So for me, having a delineation, having some sort of separation and knowing that there's nothing that cannot wait till tomorrow or that cannot wait till Monday, we get in a trap as salespeople where we feel guilty for not working because we are performance driven people. But there's only so much that we can do and we just have to be clear and concise and confident in our process that what we are doing works. It doesn't mean it's gonna work every time, but it works most of the time. Number two is realizing that you need to look at things over a larger, longer period before you make changes. One of the best ways to tell how seasoned and good a salesperson is is, is by seeing how fast or slow they make changes. When they hit a slump, everybody will hit a slump. Now I think we should do our best to mitigate it. But if you all of a sudden don't sell five people in a row and you change your process, you're an immature salesperson. I'm not changing my process for nearly any reason because my process works. I sell like 8 to 9 out of 10 people. If I get 4 no's in a row, that's fine. Cause then I might get 15 yeses in a row. Like you can play roulette and you and you can hit black 10 times in a row. It doesn't mean it's any more likely to hit black. So if I look at it this way, 10% are a guaranteed yes. 10% are a guaranteed no. There's 80% of people that I really need to be skilled enough to get most of them. But the no's, they're just no's. It's fine guys, it's okay. I've just recorded a video earlier on today about what to do when a client says no. And there's some things that we can do there, but you're always going to get no's. We're in sales. It's fine. We have to be okay with that. And they have to realize that doing weekly sales targets is not a good thing. Doing monthly, but quarterly is even better. Giving yourself a chance to look at things over larger periods is incredibly important and will be very, very fruitful for your sales teams and yourself to have that understanding of like, okay, well, you know, we had a really bad week this week. All right, well, let's have a look. Why. Okay, sweet. That's not a problem. We had an okay week the next week. Like, we have a killer week. It's like, okay, well, if we just look at it, then we've averaged good weeks. That's fine. We don't want to make changes based off microcosms. Like, it's. It's just not a good thing. And a lot of salespeople fall into that trap and it's hyper demotivating. And one of the other things that is a. Is a massive trap for salespeople is creating new normals based off high weeks. You have a huge week, all of a sudden the business is like, that's amazing. That's the new standard. That's the new normal. No, it's not. There are highs and lows in sales, and hopefully it works out so that we're selling a bit more month on month. But If I sell 25 people in one week, there' probably reasons for that. And the reason is not my mindset was better. The reason is not that my mindset was worse in previous weeks or months. The reason is that maybe my pipeline fulminated and it came into bloom all in the one week, and I had 10 people in my pipeline close in that one week. I had a lot of good leads early in the week, which then closed in the same week. Right. Instead of having maybe my really good leads towards the back end of the league so I can close in the beginning of the next week, I turn up my pipeline foster. I turn over the sales, particularly faster. All of a sudden, I have a crazy good week. Now, the next week won't be as good as a normal week because I've cashed in my pipeline, and if I usually sell one to two people per week from my pipeline, I won't have that next week because I've cashed in my pipeline, so chances are I'll sign one to two less than normal. This is how we need to look at sales. Otherwise, it's incredibly demotivating because we always feel like we're chasing something. And although it's a Good thing to have goals and to want to get to the next stage or we also need to have unemotional looks at what's going on and realize that there's not much that we can do. Sometimes when you know there's not much in the pipeline, it's a bit slow, this and this. So all we can do is our best. Right? And one of the things I used to tell people when I was selling for them, commission only is I will always try and sell the most amount of people that I possibly can in that week. It's the only way that I make money. There is no difference between my mindset here, my mindset here. I have a good mindset. I used to shoot people for a living. I don't find sales particularly difficult. But there's a process driven activity and we need to be able to realize that. So we need to have a look. And that's one thing that will massively demotivate you as a salesperson is by not understanding that. The last thing that you can do which is going to be hyper motivating is understanding where you're going and why you're going there. More money is not the answer. Better cars is not the answer. Why are you really doing what you're doing and having a great understanding as to where you want to go and why you want to get there is what will pick you up when you're feeling down and tell somebody else about it. Have another sales guy that you have a really good connection with that you guys can talk about your goals, talk about where you're at, talk about where you want to be and work together to get there. Hold each other accountable. Everybody needs a coach. I don't care what it is, whether it's fitness, sales, whatever. And if you want to have a coach to hold you accountable to doing that, great. It's the best way to do it. If you don't want to pay for that, then get a mate, go back and forward and have the conversations. This is why I want to do this, make it real. That way you'll work harder to get towards it. And if you do the previous steps that I've told you in this video, then hopefully you'll get there without absolutely destroying yourself. So that's how I stay motivated, that's how I get where I want to go. And that's how me as a salesperson has managed in the last 18 months to 2 years, to 10x my income and to be sitting here in front of my interesting background today because I'm at home my big giant television looking at under the Harbor Bridge. Alright, guys, so I hope you have a phenomenal day. If you like the content, make sure you slap, like, make sure you subscribe, make sure that you check out the closing code Facebook group. We go live in there six days a week. Absolutely. For free. And I hope that you got value out of today's content. Have a fantastic day. Bye.