Igniting Workplace Enthusiasm

In The Mood For Sales?

The dark morning gloom of rain clouds, snow drifts or driving sleet can have an impact on our sales mood. We may be thinking to ourselves what a "lousy day" to have run around town juggling umbrellas, trains, taxis and bags of samples to visit clients.  The next day, the rains have departed. Brilliant blue skies and a warm sun seem to say "what a beautiful day to make sales calls". Neither comment is acceptable for the pro salesperson, because they are not randomly controlled by the weather.
These are not the only mood bear traps we need to look out for. Does your mood impact completing unpalatable tasks or conversely do they impact your mood?  That proposal you have to get out but don’t want to start because it is time consuming and difficult – you even have to think!  Doing the CRM, which you consider a major time waster because it feels slow, boring and to you is a lower priority item.  You whine later about the lack of leads from the marketing effort, but your moodiness meant you didn’t help with the CRM did you?
Where is your sales discipline for doing the dull bits of the work?  A coffee break, a catch up on email, posting something on your business social media, etc., all look a lot more appealing than this piece of tedium you are facing?  The sales pro doesn’t put the reward first, they put the task completion ahead of the reward.  They don’t stand in front of the empty fireplace bellowing about what they want – heat.  They put the logs in there first and then they light the fire.  They understand the natural order of the sales universe.
What about when buyers let you down?  You find out they went with a competitor  when you thought it was in the bag, they cancelled their order due to head quarter’s spending constraints or reduced the size of their purchase.  You have already spent the money from the expected commissions.  Whoops, hero to zero in 2 seconds.  What is the impact on your self-esteem, your fighting spirit, your motivation?
Living an intentional life means controlling both the head and the heart.  The bigger picture makes the bump and grind of the everyday palatable, because there is a higher purpose in our life. If we are dedicated to serving then we can absorb the fluctuations in the weather, the unreliability of people, the changing fortunes of the market.  The size of our WHY in the fight makes all the difference.
If we decide we will determine our mood, our feelings our orientation and not let externalities invade our feelings, we can keep doing what we need to be doing.  We won’t be running for cover trying to find a million other things more appealing to do than this task in front of us.  We need to keep reconnecting with our WHY and see our activities like a calling where we can help people.  As Zig Ziglar mentioned helping others is how you ultimately help yourself and sales being a numbers game, the more people you help, the better you will do.
Our mood control in sales is a critical function of our sustained and consistent success.  The stronger our WHY the less relevant our mood cycle.  Winston Churchill has a great quote about going to from failure to failure, without losing our motivation.  That is a brilliant summary of what is needed to succeed in sales.  There are always going to be more "nays" than "yays", so we better harden up and look to our WHY to control our moods.
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