Sense of Accomplishment - Not Just a Job

In my previous article, we discussed remuneration as a motivator for salespeople.  It is not the only motivator. 

For many salespeople, they are driven by a sense of accomplishment and reaching an established goal and objective.      

As a young salesman, I realized that every sale has a beginning (prospecting) and an end (closing).   The main goal was of course to close the sale.    However, before the close, every step of the way is planned, prepared, and rehearsed to arrive at the close.   In the entire process, every step represented a goal.    Remember the “Sales Cycle?”  Afterall, you won’t get to the close without all the initial steps of the sales cycle.  Selling is not just a job. 

Selling can be a routine, but different with each sale as each prospect is different, with different needs, requirements, and different reasons to buy.  

The better we understand the prospect and how each step relates to the prospect, the better it will be to making him a customer.   This is one of the strongest motivators for selling.   Closing is an accomplishment, but every step of the way is an accomplishment.   There are very few success stories where a step or two is skipped.  While a regular desk job can become routine, mundane and monotonous, selling is never mundane as every day poses a new challenge.  Accomplishing the task and goal is never dull and tests us each day.   This is sales and what drives many salespeople.   The goal post is changing all the time so how we get to the finish line is never the same.   This is what keeps us coming back for more.

Successful salespeople are driven by this need for accomplishment.  

He constantly reviews his performance of each step along the way and when the sale is closed, he revels in the result.   Successful salespeople are self motivated with strength in  innovation and execution.   This drives him every day and with each sale, he is more encouraged to sell more.