Written by Peter Tran

Smartre Training works closely with agency leaders to help them develop high-performing teams. We also train salespeople to refine their skills, propelling them to better results.

We often hear a leader say, “I can’t seem to motivate that salesperson”. After almost four decades in business, we’ve learnt that you can’t motivate anyone over the long term.

In the short term, yes - but it won’t last.

Imagine pumping up a basketball that has a pinprick in it. Over time, the ball leaks air until it is flat. Then you come along and pump it back up. Then over time, it deflates again.

It’s the same with a salesperson who is not self-motivated. They drain your emotional energy with their ups and downs, needing you to regularly pump them back up when they are down.

Motivation comes from within. Leaders cannot motivate people – it’s a waste of time trying. We all must motivate ourselves.

The solution is to recruit motivated people with the right intrinsic traits, then lead and manage them towards their own personal goals. The right recruits will stay motivated and drive themselves towards their targets and goals.

Inspiration, on the other hand, is different to motivation. The definition of motivation is “enthusiasm for doing something”. The definition of inspiration is “someone or something that gives you ideas for doing something”. As leaders, we can inspire people, but each person is responsible for their own motivation and drive.

Prospecting is a task that leaders struggle to get some salespeople to do. Let’s rephrase that: Prospecting is a task that leaders struggle to get the WRONG salespeople to do. With the right ones, it’s not hard.

People who are motivated – driven – who set goals and happily work toward achievement of those goals are easier to lead. For these people, prospecting takes them closer to their goals. They understand it is a necessary task in the journey toward a successful life.

As leaders, we can help our salespeople clarify their goals. We can inspire them and act as a sounding board. We can help them see the bigger picture, set goals, and plan the actions necessary to achieve those goals.

But trying to motivate people who are not motivated – who aren’t passionate about excellence – is draining. We can threaten and nag, but without motivation, it won’t happen.

Let’s focus on recruiting and working with motivated people. Your business life will become much more enjoyable and fulfilling as those who are motivated get results.