You Get What You Focus On

al text image of a target with arrows in the bullseye

You get what you focus on. If you focus on distractions, you will be distracted. If you focus on the next novelty, the next interesting thing that might capture your attention, your results will reflect the fact that you were distracted. If you focus on excuses, you will find … [Read more...]

The Bigger Why Always Wins

alt text image of a typewriter with the words stay motivated on the page

The bigger why always wins. “I have to make calls today because people are counting me.” You have to take care of you and your family. Not making your calls puts that outcome in jeopardy. That’s a big “why,” isn’t it? “I’m going to browse the web because I want to read all the … [Read more...]

Your Desperation Isn’t Motivating

alt text image of a man with an angry mask in front of his face

I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for … [Read more...]

On Bad Intentions in Sales

alt text image of a tiny spider on a rose

Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

Why Can’t You Fail?

alt text image of a woman and her two daughters

One of the best salespeople I ever managed wasn't at all what you'd expect. She wasn't particularly attractive. She wasn’t gregarious, didn’t have any real sense of charm, and didn’t possess any natural charisma. No one naturally gravitated towards her--even though she was very … [Read more...]

Build Your Own Burning Platform

alt text image of a match being struck

It isn’t easy to change. Our brain tends to shut down the desire to improve ourselves and our situation as soon as we are comfortable. As long as we don’t experience too much pain, we don’t change. Even if we know we are capable of more, if we could gain pleasure, we still don’t … [Read more...]

Wanting Money Isn’t Money Motivated

alt text image of a man holding a magnet attracting money

“Wanting money” isn’t the same as being “money-motivated.” Everyone wants more money. The difference between simply “wanting money” and being “motivated” by money is the willingness to take the actions necessary to get it. Wanting Money People that only want money aren’t … [Read more...]

You Are Not Paying For Performance

alt text image of hands reaching towards money clouds shaped like dollar signs

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]

Recognition and Gratitude (A Note to the Sales Leader)

alt text image of a trophy

We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things like compensation structures and bonuses. And compensation is surely a critical component when it comes to building a high-performing sales organization. But … [Read more...]

Motivation is a Bigger Why

Motivation is a Bigger Why

Do you want to know the real secret to staying motivated long term? Do you want to know how to develop the burning passion and single-mindedness that propels you towards reaching your goals? Want to know how to stay focused and accomplish more than ever? The key to real, … [Read more...]