Sales Manager's Toolkit: Motivation and Goal Setting

Motivation is the desire to achieve a goal combined with the effort required to achieve it and is the key to success in all areas of your life. Why then do so many people struggle to apply it to themselves, team and workplace?

The most common reason that motivation breaks down in the workplace is simple – individuals don’t want to make the effort to change.

Even the most expensive and elaborate motivational techniques become redundant unless a person or team genuinely want to achieve the goals that have been set. This requires a period of difficulty and change.

So how do we get back to being motivated and successful?

Here are some tried and tested methods to help you achieve both your personal and professional goals:

1. Take time to clearly identify and understand what your/your team’s goals are and write them down.

When setting goals, consider the following key points:

-    Make them clear and specific
-    Make them as personal as possible to those who are striving to achieve them
-    Make them interesting and inspiring
-    Make them measurable
-    Make them achievable
-    Make them adhere to a specific timeline

Break your goals down into manageable chunks, recognise the progress you are making daily, strive towards your end result constantly, review your goals regularly and add praise where necessary.

One of the most powerful things you can do to move yourself closer to achieving your goal is to ask: “What are the most important things that I can do today to take me nearer to my goals?”

2. Disregard any limiting or negative beliefs you may have as they will get in the way of your achievements and will sap your motivation.

Limiting beliefs are thoughts such as: “I can’t do that” or “They’ll never go for it.”

Sportspeople commonly use belief altering to enhance their performance, disregarding negative thoughts of losing a match or race in favour of actively visualising themselves winning. 

This is known as the ‘Self-Fulfilling Prophecy’ – by capitalising on a success and internalising the confidence and self-belief this brings individuals to stay motivated and go on to achieve bigger and better things.

3. Understand your strengths and weaknesses and look to use both to your best advantage in order to achieve your goals.

Take time to write down the skills and attributes you think are necessary for you or your team to achieve the goals you have been set.

Next mark yourself out of ten against all of the skills you have selected – a score of 3 or 4 means that you have work to do to improve in this area. An 8 or 9 suggests that you are competent in this area and to keep doing what you are doing.

4. Form as clear a picture as possible of what ‘success’ looks like for you and then go for it.

Take time to visualise your interpretation of success – what does it look like, is anyone else involved, how does it feel? If you can’t see what you’re trying to achieve you’ll never achieve it.

5. Attempt to model the attributes of successful people and apply them to your own particular goals.

Successful people generally have the following attributes:

-    They have a passion for what they are doing
-    They believe their actions can make a difference
-    They believe life is about seizing chances and learning from experiences
-    They are excellent at overcoming challenges
-    They have an ability to observe, identify and adapt other peoples’ strategies for their own uses
-    Their energy and enthusiasm comes from being on purpose and working towards their goals
-    They are excellent communicators

By taking on board the above advice you can instil motivation into your team which will encourage them to strive and achieve not only their individual goals, but also those of the team as a whole.

If you find the toolkit useful and would like to find out more about how we can help improve performance, sales and profitability at your dealership, please contact Declan Gaule on 01308 802030 or email