Motivation Toolkit

Motivation is a desire to achieve a goal, combined with the energy to work towards that goal. Deployment of energy is therefore often evidence of motivation.

Whilst it is easy to see the things that a person does, it is much harder to guess or imagine why they are doing them. For example why do we go to work, participate in certain leisure activities, eat what we do, compete in certain sports?

We do all of these things because we are compelled by a desire to satisfy a need.

The force that compels us to satisfy these needs is called motivation. This motivational force will arouse enthusiasm and persistence to pursue a certain course of action and when we are rewarded for the action or behaviour we are motivated to repeat it.

Knowing that motivation is essential to achieving success and knowing that your aim is to inspire your salespeople to motivate themselves there are tools that we can use.

Success = Ability x Motivation (SAM)

Motivating people is an ongoing process and on those days that someone isn’t able to “self-start” you can step in and provide an external dose of motivation. Unfortunately, those days are far more common than most people realize and you can only be effective when aware of what will uniquely motivate each person.