Sales Hiring and Employment Advice

Tag Archives: Motivation

How to Be Healthy
November 11, 2011
Sales Gravy

By Zig Ziglar

It’s Healthy To Be Happy

The dictionary says that happiness is the “agreeable sensations which spring from the enjoyment of good.  That state of being in which desires are gratified by the enjoyment of pleasure without pain.”  Happiness is “positive pleasure or an excitement of agreeable sensations.”  Mark Twain said that most of us are “about as happy as we make up our minds to be.”

Psychologists and physicians have long known that happy, cheerful people enjoy better health.  It goes back several thousand years to Solomon, the wisest man who ever lived, who observed that “A merry heart doeth good like a medicine.”  There’s no question but that a cheerful spirit does wonders for your health.

The question is, what’s the best way to be happy?  For a long time it’s been my conviction that others can give you pleasure, but the only way you’re going to be happy is to do things for other people.  Forest Tennant, M.D., says that serotonin, which is the “feel-good” neurotransmitter, normally hits the system full force at about ten o’clock in the morning.  However, we can “jump-start” the flow of serotonin by doing something really nice for someone else.

It doesn’t have to be “earth-shattering.”  A simple, sincere phone call to someone you know will do wonders for you and them.  Just let them know you were thinking of them and wanted them to know how much you appreciate who they are and what they do.  Tell them how much their friendship means to you, how you admire them and that you just want them to know how you feel.  It’s amazing how good you will feel about yourself when you pay a sincere compliment to encourage someone else.

Think about it and pick up that telephone to encourage someone else with no thought of benefit to yourself and I will SEE YOU AT THE TOP.

Zig Ziglar is known as America’s motivator.   He is the author of 29 books and numerous audio and video recordings.   See him in action!


Why You Are the Product of Your Own Thinking
October 31, 2011
Sales Gravy

By Zig Ziglar

Many years ago as a young, aspiring speaker, I heard an older speaker who was quite philosophical say that you are where you are because that’s exactly where you want to be.  I thought about his statement, decided it was the “wisdom of the ages” and verbalized it in my own presentations.  Over a period of time, a series of events took place which convinced me that his statement was not true in my case.   I was broke, in debt and down in the dumps.  I wanted to be prosperous and excited about my future.

It came through loud and clear that I was where I was and what I was because of the decisions and choices I had made in my life.  I made those choices based on the information I had, much of which was erroneous.  The reality is, if I’m given the wrong directions to go from “point A” to “point B,” I’m not going to reach “point B” unless I change directions.  It’s equally true that if I’m given the wrong directions on how to move from being broke and in debt to being successful and prosperous, I’m not going to end up at the place I want to be.

One important decision you can make even as you read these words is to think about what Thomas Sikking said: “You’re not the product of a broken home, a devastated economy, a world in the upheaval of war, a minority group, a family of drunkards or a poverty-ridden neighborhood.  You are the product of your own thinking processes and whatever you’re thinking about today is the cornerstone of your tomorrow.”

If someone else has abused you in the past, it’s o.k. to give them credit for fouling up your past, but do not give them permission to ruin your present and your future.  Take control of your thoughts and your future.  Determine that you will have a better tomorrow.  Make specific plans to do so and I will SEE YOU AT THE TOP!

Zig Ziglar is known as America’s motivator.   He is the author of 29 books and numerous audio and video recordings.  See him in action!


You are where you are and what you are because of the decisions and choices you have made in your life.  You can change where you are and what you are by making new choices.             ~Zig Ziglar


Sales Book: Motivating Employees by Anne Bruce and James S. Pepitone
December 28, 2009
Sales Gravy

We typically like to educate ourselves not only by our experiences on the job, but also with a great reading that we like to share amongst each other during our month end meetings. We have mainly focused on books that pertain to our business which is sales, but in this instance I wanted to focus on something that was more motivating rather than educational. This past month I read a book called Motivating Employees written by Anne Bruce and James S. Pepitone.

Essentially, this book focuses on motivation and how it can help you become a more inspirational employee/manager. What does that mean? Getting more done through people. The idea is to better equip yourself to be able to build a highly motivated, higher performing organization. The beginning of the book touches upon the actual definition of motivation and where it comes from. Motivation can either be intrinsic or extrinsic. Intrinsic motivations are those that drive us from within, such as a personal interest, desire or fulfillment. Extrinsic motivations are those which are factors outside of us that influence our internal needs, wants and behaviors. These can by typically described as rewards, promotions and praise.

As a sales representative, I have learned that you have ups and downs throughout your career and the primary goal is to manage some sort of consistency to balance the peeks and valleys. So what are the three most common ways to motivate? One that I believe is most popular today is fear, which usually peaks when the economy is sluggish. In sales, typically commissions outweigh base salaries, so individuals are motivated to work harder to earn a similar compensation when the economy is striving. Also, the fear of being “cut” when organizations are being downsized could be the fuel that lights the fire. The other two motivators that are highlighted are incentive and personal growth. Incentives are very popular in a sales world. Typically, you can see many great ideas such as a paid day off, dinners, and tangible gifts. This creates urgency as there is an added benefit if you book more revenue or perhaps have the largest pipeline. The last common motivator that Bruce and Pepitone place emphasis on is personal growth from a compensation standpoint or higher responsibility. They stress that challenging yourself is the key factor on furthering your potential. Understanding what your strengths and weaknesses are enables you to have a solid start on climbing up the ladder.

Throughout the book, Bruce and Pepitone spoke about the key factors of internal and external motivation. They emphasize the importance of working with human nature and encouraging entrepreneurial thinking and how it is linked to performance. In conclusion, they feel the most critical pieces of motivation are values, humor, synergy and of course team power.

So, how important is motivation? It makes the difference between failure and success. You can be experienced, knowledgeable, talented and the most capable manager/employee, however, if you lack the motivation, mediocrity will take over and you will just be average.

Motivation is not a simple matter and requires a recipe of elements:

  • Motivation is an inside job!
  • Relationships: Keys to better performance
  • Working with Human Nature
  • Encouraging entrepreneurial thinking
  • Linking Motivation to performance
  • Having Fun!
  • Attacking de-motivators
  • A clear path to performance
  • Teamwork
  • Synergy

Bruce and Pepitone wrap up the book by highlighting how you must be committed to continually developing yourself and your employees. “Success breeds success.” We all accept and understand that. Unleashing your synergy and making sure that you better yourself is of the utmost importance. Ever hear of practice makes perfect? Well compare it to shooting a hockey puck 100 times a day to have more strength and accuracy. Can’t get your pitch down? Practice leaving yourself messages, do it in front of a mirror. Becoming a student of your business and becoming more knowledgeable creates strength and more importantly confidence which is the greatest motivator.

Any organization can take a significant hit and face challenging times and changes if it is not taking the necessary steps to prepare for the future through the attitudes, motivation and action of the organization and its employees. This is what this book is all about. Utilizing these techniques can be powerful tool that keep you and the organization from falling to mediocrity and complacency, but none if it matters if you can not translate it into action!