Sales Skill #6: Motivation—The Fuel That Drives Sales

This is the sixth skill in my 9 Sales Skills Series on As Per Vikas.
So far, we have explored the foundation skills of selling. Today, we talk about a skill that decides whether you survive in sales or burn out halfway, and that is motivation.

Sales is like Mumbai traffic in the monsoon: jammed, chaotic, and full of potholes. Rejections, delays, and last-minute surprises test your patience daily. Without motivation, most salespeople stall midway. With motivation, they keep moving, find their way around obstacles, and sometimes even enjoy the ride.

Why Motivation Matters in Sales

Research shows that nearly 67% of sales professionals quit within their first two years. In India, I have personally seen the dropout rate go even higher. People join sales full of enthusiasm, but a few weeks of rejection crush their spirit. The problem is not always lack of skill but it is that their motivation tank runs empty.

Motivation is not about reading a positive quote every morning. It is about building inner strength and outer energy every single day. In sales, you are carrying not just your targets but also your company’s hope, your family’s dreams, and your client’s trust.

Motivation Skills Every Sales Professional Should Master

The first is mastering self-talk. Your inner voice shapes your outer results. If you keep telling yourself, “Clients won’t pick up my calls,” you will avoid calling. Replace that with “Every no brings me closer to a yes. My next client could change my career.” This simple shift builds courage.

The second is setting micro-goals. Large monthly targets often look impossible. Break them into smaller goals. Focus on winning the day, not the month. One sign-up every two days feels achievable, and small victories create momentum.

The third is learning to celebrate rejections. Every rejection proves you are trying. Years ago, I told my team, “Your job is not to chase sales, but to collect no’s. Whoever collects the most no’s will win.” Suddenly, rejection became fun, and yeses increased too.

The fourth is staying physically energized. Motivation is not only mental but it is physical too. A tired body produces a tired pitch. Simple actions like walking before a meeting or drinking water before a call can make you sound more confident.

The fifth is visualizing your “why.” Everyone has a personal reason to succeed. For some, it is financial independence. For others, their children’s education. One salesperson I mentored pasted a picture of his dream car on his phone cover. Every call reminded him of it, and it kept him going.

Motivating Clients

Motivation does not end with you. Great salespeople also motivate their clients.

Clients rarely buy a product. They buy a better version of themselves. Your job is to help them believe in that future. Instead of saying, “This mutual fund gave twelve percent returns,” say, “Imagine ten years from now, your child’s education is secure, your retirement is comfortable, and you travel stress-free.”

Acknowledge their progress. If they take even a small step, highlight it: “You have already done what most people keep postponing. You are ahead.”

Your energy also transfers to clients. If you sound excited, they get curious. If you sound dull, they hesitate. Many times, clients buy into your confidence before they buy into the product.

And finally, empower them. Instead of pressuring, say, “Looking at your goals, this seems like the decision successful investors usually make.” It builds pride rather than resistance.

Motivating the Sales Team: A Manager’s Role

If you are a sales manager, your role goes beyond assigning targets and monitoring performance. Your team looks at you as their source of energy. A motivated team can outperform a better-skilled team any day.

I remember one of my managers at ICFAI who never began the day with numbers. He began with stories. Sometimes it was about a client win, sometimes about a colleague who went the extra mile. That five-minute story charged us up more than any report.

A good sales manager motivates in three ways:

1. By recognizing efforts, not just results. Even if a salesperson fails, acknowledging their hustle keeps their spirit alive.
2. By removing fear. Targets should be seen as challenges, not punishments.
3. By leading with energy. A dull manager cannot inspire an energetic team. Your own enthusiasm sets the mood for the day.

When managers create a culture of motivation, sales teams start enjoying the process instead of just chasing numbers.

A sales executive I trained once struggled to reach even 30% of his targets. His dream was to buy a flat in Mumbai. I told him, “Every call you make is like laying one brick of that flat.” Three months later, he not only hit 100% but became the top performer of the quarter. His flat became reality, brick by brick, call by call.

Three Quick Daily Motivation Practices

If you want something practical, here are three simple things every salesperson can do daily:

1. Begin the morning with a short affirmation: “I am confident. I add value. Every client I meet today is an opportunity.”
2. End the day with one small win. Don’t sleep without making at least one productive sales move, whether it is a call, a meeting, or a follow-up.
3. Spend five minutes before bed visualising your “why.” It could be your dream house, car, or lifestyle. Let it sink in and recharge you for the next day.

Final Thoughts

Motivation is not a one-time booster. It is the petrol you need daily in your sales engine. Without it, you stall. With it, you move past obstacles, traffic, and potholes.

Motivate yourself to act. Motivate your clients to dream. And if you are a manager, motivate your team to believe. That’s when sales stops being a job and becomes a journey.

If you can sell motivation to yourself, you can sell anything. If you can sell motivation to your clients, you can sell to anyone. And if you can motivate your team, you can create a culture where success becomes unstoppable.

I had earlier shared 16 strategies to boost your motivation. You may read them here.

Next in the 9 Skills Series: Time Management—The Hidden Weapon of Top Sales Performers.
In the next post, I will share how time management is not just about calendars and reminders, but about making every minute work for your sales success. Stay tuned!

For more insights on sales, marketing, and professional growth, visit AsPerVikas.

As per Vikas

Hi, I’m Vikas Taware. After years of hands-on experience in sales and marketing, I felt a strong pull to share the strategies I’ve mastered, the setbacks I’ve overcome, and the wins that shaped my journey. That led to AsPerVikas—a blog where I cut through the noise and share real, field-tested insights to help you sell smarter, market better, and grow faster.