Category Archives: Motivational Articles and Tips

You will find great Motivational Articles and Tips in this section of the website. The Articles are written by best selling author and Hall of Fame Motivational Speaker Doug Dvorak. He has authored 9 books and continues to read and write about motivation, leadership, inspiration and team building.

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4 Techniques to Help Manage Stress in Sales

Selling may seem like a walk in the park at first until you find yourself actually going through the task of having to get leads or close a deal. We all regulate stress every day. Stress is a natural and important part of life, but when left unmanaged, it can damper an individual’s productivity and ruin opportunities. Some people are better than others at dealing with negative emotions that come to fruition from the demanding environment of sales, which means that they are skills that can be taught.

 

Sales teams that don’t address workplace stress are at a huge disadvantage. It is in an organization’s best interest to teach stress management techniques because a sales team’s performance, productivity, and effectiveness are directly proportional to its success. Effective stress techniques have been proven to improve:

 

  • Concentration
  • Energy
  • Attitude
  • Memory
  • Patience towards frustration

 

The Benefits of Learning Proper Stress Management Skills

 

Learning and implementing stress management techniques to help regulate our physiological responses yields amazing benefits to an individual’s personal and professional life. It’s important to understand how these techniques impact our bodies.

 

Effective management of stress helps to:

 

  • Lower your heart rate
  • Decrease blood pressure
  • Regulate and slow breathing
  • Decrease stress hormones
  • Increase blood flow
  • Ease muscle tension

 

 

These techniques are easy enough to learn and understand but should be practiced daily for the best results. Here are 5 smart techniques to help manage sales stress and increase performance.

 

Practice Tactical Breathing

 

Breath control is a time-honored technique. When you’re in the middle of a sales call and before your sales calls, it may not seem important, breathing-techniques-diagrambut you should make sure that you are breathing properly. Tactical breathing (box breathing or 4×4 breathing) is a technique used by personnel in the armed forces, firefighters, and police to help manage stress on the spot during high-risk situations.

 

While our everyday stress during sales calls and client meetings is probably not as dramatic, the weight of it is ours and ours alone to deal with. If you find yourself holding your breath or taking shallow breaths, it could be a sign that you’re too upset or nervous. Customers can likely hear that in your voice or may even hear the breathing, which may turn them off and cause them to hang up.

 

Regulate your breath by practicing the following technique:

 

  • Breathe in through your nose to the count of 4
  • Hold your breath to the count of 4
  • Breathe out through your mouth to the count of 4
  • Hold your breath to the count of 4
  • Repeat until you feel your mind and body relax

 

Vary this technique by breathing in to the count of 4 and out to the count of 7, or what feels comfortable for your situation. It’s important to breathe from your diaphragm and feel it contract and expand.

Repeat A Motivational Mantra

 

A mantra is a word, sound, slogan, or statement that is repeated out loud to help with concentration and other forms of meditation. It can be one of the quickest ways to calm down and clear your mind. A mantra can be a simple word like “breath”, repeating something you are grateful for, or a phrase such as “do your best”. Mantras work by helping to anchor your thoughts in the reality of the moment and increase your presence of mind.

 

Related Article: Get Motivated Through Motivational Mindfulness Meditation! Here’s How!

 

 

Managing sales stress through a motivational mantra will help you keep calm, remain inspired, and be ready to handle whatever the day throws your way. Whether it’s dealing with cold calls, negotiating with difficult clients or coworkers, use these examples or make up your own to help fill your mind with positivity and boost encouragement:

 

Common Mantras:quote-controlling-your-thoughts

  • “Show Up”
  • “This Too Shall Pass”
  • “Be Humble”
  • “With Change Comes Opportunity”
  • “Trust the Process”
  • “You Only Fail When You Stop Trying”
  • “No means not yet”
  • “Progress is a process”

 

 

Mantras are relative. Everyone has different issues that they deal with or goals they would like to achieve and the right mantra can reflect that. The best words, sounds, and phrases will help serve your specific situation and are relative to your experiences.

 

Take a Quick Walksteps-to-mindful-walking

 

Exercise is a timeless and proven method to ease tension and improve your mental attitude. If you’re looking to get a quick boost of energy, it might help to take a quick walk around the block during your lunch break, walk a few flights of stairs, or simply take time off from your desk to stand up, stretch, and roll your head around a few times. Studies have shown that nature walks have a profound effect on increasing overall well-being and ease bouts of depression.

 

 

Ease Your Mind Through Music

 

Calming music and sound therapy have been proven to ease minds and reduce tension. Choosing the right music has a profound effect on how your mind responds to the environment around it. In addition to calming your nerves, the right music can help you get into a momentum of productivity and focus that can help when you’re trying to get important spreadsheets finished or when you’re drafting plans or writing papers. In our hyper-connected, digital world music can help reduce stress and improve productivity. You can log on to Spotify and create your own playlist of 10 of the most soothing songs you know, or listen to a few of the below playlists to get you started.

Playlists to Help Manage Sales Stress

 

 

 

Stay Calm To Close Deals

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While some stress is good and can even be motivating, it can also be extremely detrimental to closing sales deals and can have a damaging impact on your sales team if left unmanaged. The very nature of work that a salesperson does is typically in a high-stress environment. Coping with stress is a skill and should be practiced. Developing coping mechanisms is one of the most important life-skills. By learning to manage sales stress you will improve your sales numbers and meet your quotas.

 

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Visit The Sales Coaching Institute to learn more about sales training, sales coaching and sales management.

KASH-Knowledge-Attitude-Skills-Habits

The 4 Factors of Learning – Knowledge, Attitudes, Skills, and Habits (KASH)

Each individual has a set of unique characteristics and habits of learning that have taken them to where they are in their life. People often refer to KASH which is an abbreviation of knowledge, attitude, skills, and habits. These factors go hand-and-hand with how well we succeed in our personal and professional lives. However, we tend to confuse and use these phrases interchangeably.

 

Why should you care about these factors of learning? These factors of learning have a direct influence on your success and performance, so it’s important that we develop an understanding of the differences between these 4 factors of learning and how we can better cultivate them.

 

ben-franklin-quote-knowledgeKNOWLEDGE

Knowledge are the things you know. Knowledge is different from skills in that it consists of the facts, information, or theoretical understanding of subjects. By acquiring knowledge your level of intelligence, wisdom and overall ability to understand social, economic and other various concepts improves. Building knowledge is a lifetime pursuit. Knowledge consists of everything you’ve managed to absorb from school, work, friends, and your environment.

 

 

Applications

  • Maintain a running document of what you have learned in your career and in life.
  • You can try posting about your discoveries on social media, record them in a journal, or a run a catalog of what you know and how it might improve your life.

 

ATTITUDE

quoteThis definition is the most nuanced and broad in its application. An important factor to consider when thinking about your attitude is that it isn’t necessarily about having a “good” or “bad” attitude, but how your awareness of your own outlook and state-of-mind on a given task influences your performance.

Attitude is one of the most important factors of learning because while knowledge and skills go a long way, attitude is what keeps you going. Attitude can also determine your level of enthusiasm, which is another key factor in staying motivated to expand your knowledge, attitude, skills, and habits.

 

 

Related Article: Techniques To Help You With Positive Thinking So You Can STD (Seize The Day)

Applications

  • Stay aware of your thoughts and your mental attitude.
  • Cultivate a positive mental attitude, by practicing activities that boost your self-esteem and promote your well-being.You can try meditation, exercise, healthy eating, or you can donate your time to a good cause.
  • Create relaxing spaces for you to work in and surround yourself with positive influences.

 

skills-repeition-quoteSKILLS

Skills are your ability to perform tasks. An individual acquires their skillsets through training, experience or natural abilities. Skills are different from knowledge because knowledge is a prerequisite to skills. You must have the knowledge to perform skilled work, and you can’t perform skilled work without knowledge.

 

After you become proficient with the skills you have chosen to develop, you are now becoming your own master of success. You have become the teacher and not the student. Whether it’s the interpersonal skills you need to communicate with teammates, the skills needed to close a sale, or the time management skills required to complete your objectives and goals for a project, your skill sets help you execute actions to further your success.

 

 

Applications

  • Similar to knowledge, ask yourself what skills you have, what you might want to learn, and what skills you would like to improve.
  • The difference between talent and skills is hard work. Dedicate yourself to practicing your skills and improving them because hard work beats talent when talent refuses to work hard.
  • Don’t be shy. Look for a mentor or instructor that is willing to help you. They will access your skills, provide valuable feedback and ultimately improve your skills.

 

 

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Habits

Habits consist of the tiny individual choices and behaviors we act out and repeatedly do with little to no effort. Great habits drive great performance. When combined with a positive mental attitude, the skills we practice eventually develop into habits. Positive habits are an important factor to develop because the personal payoff to your career and success are determined by your daily habits.

Related Article: 16 Things You Can Do To Stay Motivated

Applications

  • Set realistic practical goals that will help you build momentum towards accomplishing your short and long-term goals.
  • Think of these life goals as small daily, weekly and monthly steps. Don’t get overwhelmed by the end goal or objective. Focus on taking care of what needs to be done next. Chop your projects and workloads into smaller more manageable chunks. Discover what needs to be done next every day to help bring your goal a reality.
  • Celebrate your achievements. Accomplishing goals should not go unrewarded.
  • If you are having trouble changing or developing your habits. Start small, brush your teeth three times a day for 3-minutes. This sense of accomplishment, even though it is small, will help you retrain your brain to develop other habits in the future.

 

Generating More KASH

learn-skills

Knowledge and skills are mostly associated with learning. These two factors of learning are typically developed through teaching or experience. Whereas attitude and habits are factors associated with execution. These two are cultivated through good coaching.

Often times an individual’s success is dependent upon asking him or herself if acquiring new knowledge and skills is more vital to their success. You either lack knowledge and skills or you have poor habits and attitudes. Learning how to learn is an invaluable skill that will take you to new places and allow you to experience a more fulfilling life.

 

 

 

 

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How To Shift Your Motivational Paradigm

What exactly is a paradigm shift and why is it important? The word paradigm comes from the Greek word “paradeigma” and refers to a set of patterns, methods, or systemic models within a discipline. However, in today’s world, the phrase is used to represent an individual’s learned values, habits, and overall outlook about the world. In a nutshell, a paradigm is basically what makes you unique. A person goes through many fundamental paradigm shifts in their lives that will forever alter their perception about themselves and the world they live in. It is that amazing eureka moment that can change your life for the better, but like with all things that matter to us, it just doesn’t happen overnight.

 

You can think of a paradigm as the architecture that makes up your life and your habits as the building blocks. From the time you wake up in the morning to the last few hours before you sleep, your paradigm has direct influence over the decisions you make. There are times, however, when we feel like we have become unproductive and complacent with ourselves and unsure of the direction we are headed in. It’s under times like these where we tend to make the biggest shifts in our lives and make the necessary shifts to the behaviors that affect our motivation for better or for worse.

 

Change is almost never easy, but almost always worth it in the long run. Learning to cultivate the right tools to succeed in our daily endeavors and learning to stick with those new endeavors will always be challenging but everything that is worth doing will always be difficult at first until you find your own rhythm. Here are a few vital factors to keep in mind while trying to make a major shift in your life that will help lead to a positive outcome.
Related Article: Challenge Yourself To Change Yourself

 

 

M&D

The Difference Between Motivation and Discipline

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As individuals, we have to learn to adapt to the changes that take place in our lives. We don’t always feel up to completing our to-do list. Often times we wait until the last minute or when we find the willpower, inner strength, motivation or an energy drink! The problem with this paradigm is that we rely on “feeling” up to things before we get around to doing what we have to do and that is never reliable. Instead, focus on cultivating the muscle of discipline.

Motivation requires a certain mood to get started. When in the real world people have to do things every day that they’re not excited about. Discipline means doing it even if you don’t feel like it and therein lies the difference. You can flex this muscle and create a lasting shift in your paradigm of motivation by thinking about discipline as a series of habits that you cultivate.

 

Related Articles: Goodbye Excuses: How To Stop Being Lazy And Get Motivated

 

 

R&R

Routines As Remindershabit-loop-graphic

Since motivation is an emotion that comes and goes when it wants to, sometimes it’s not a reliable source. However, there is a way to hack your motivational paradigm by setting up a system of routines that trigger you into showing up every day. The reason routines are effective is because it builds off the concept of momentum. Once you get the ball rolling, regardless of what it is, it becomes easier to build off previous success. Committing to an action and completing it also inspires you to get more things done because it builds up your self-esteem.

 

 

One Bite at a Timeelephant-in-pieces

 

How do you eat an elephant? That’s right, one bite at a time.  Focus on making consistent progress and tackling projects by dealing with them in chunks. It’s easy to get overwhelmed by something when you start thinking about it as a whole.

Shift your energy in the process! Remember your routine! If your goal is to get healthier you can set a goal to drink water every day.

  • Set practical tasks that are simple enough to get done, but are meaningful to your overall objectives.

 

 

Celebrate The Progress You Make

  • The biggest achievements in your life will be the result of the tiny choices that you decide to make on a daily basis towards the right direction.

Most people tend to dismiss these little victories, but a fundamental factor in learning how to shift your motivational paradigm is learning how to celebrate the newly formed habits that you’ve just created. The smallest shifts towards developing positive habits are like ripples in the pond of productivity.

 

Related Article: Challenge Yourself To Change Yourself

 

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How You Can Stay Up In Down Times

 

It is so much easier to be positive when life is going well. When things start going downhill, such as when you lose your job or lose someone special, it can make it much harder to be positive. In many cases, it doesn’t even have to be a significant problem to cause you to become cynical. The best thing to do is to actively resist your negativity, which can be a chore but is entirely possible if you work at it. Remind yourself that these down times aren’t going to last forever. Your attitude could improve if you do something about it now.

 

Related Article: Control Your Attitude for Next Level Achievement

 

Express Gratitude

Instead of focusing on what you don’t have, make sure that you are mindful of the good things you have. It could be something as simple as an awesome friend, your health, or the fact that you were able to get out of bed and walk around. Write these points down and add to the list as you think of new things. Posting the list where you know you’ll see it means you get to see and read the good, as well as think about it.

 

Related Article: Get Motivated Through Mindfulness Meditation. Here’s How!

 

Volunteer Your Time/Money

 

volunteer-make-a-differenceWhile many people seem to be cash-poor in this world, you can always volunteer a little time to help others who are less fortunate. Pick a charity or find out what options are available in your community. If you can’t find anything, consider making one, such as cleaning up the parks or roadways. Donating your time to a greater cause helps you look at things from a new perspective, meet new interesting people and improves the way you view yourself and your current situation.

 

Here is an interesting article showing 10 interesting facts about volunteering – 10 Facts About Volunteering

 

Notice Good Things

Whenever you start feeling down or negative, stop yourself and immediately think of something good, even if it is something you’ve already considered before. If you can’t think of anything at that moment, go back to your list of reasons to be grateful, and you’ll start changing that negativity into positivity. Learning how you can stay up in down times is crucial to getting the most out of life.

 

Related Article: If you are having trouble getting motivated and staying motivated after feeling down try using this list to help you learn how to stay motivated. 16 Things You Can Do To Stay Motivated

 

 

Related Article: How To Stay Positive with a PMA – Positive Mental Attitude

 

 

 

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Principle Centered Leadership – Motivating Employee’s

A manipulative leader may have the ability to coerce their workers into doing what they want but the leader who genuinely cares about the welfare of his workers will have individuals who’ll go the distance to make sure a leader’s vision becomes a reality. The below points are about principle centered leadership and how it improves the lives of everyone you work with from your employees, your boss, yourself and your customers!

 

what-is-your-why?Share and Know Why You Do What You Do

A leader who views one of his workers hurting because of a recent tragic situation might be alerted to the negative effect their absence might have on a project. They might be more motivated by the desire to provide that individual time away to recover. That is an example of extrinsic motivation caused by someone else. However, a leader who’s motivated by the need to see a project finished will demand their worker’s participation no matter what’s going on in their personal life. On the other hand, a leader who is motivated by the inner drive of accomplishing a goal and achieving success may be better suited to drive the project.

 

Regularly Encourage

encouraging-factors-for-employeesIf you are going to be a leader who is people centered, you must be intentional about allowing your workers to know that you sincerely care about their professional growth and well-being. Don’t just get to work right when you get together with your employees. Try bonding with them, have small talk and be open and honest. This will build your employees sense of trust and will help build lines of communication that are so crucial to sound leadership. Be relentlessly observant of those things your people do well then praise them for it. A people-centered leader does not merely offer compliments to motivate individuals. Instead, they’ll offer compliments because they actually care about their worker’s strengths. Encouraging leaders seek out ways to offer opportunities for their workers to continue developing their strengths.

A great leader also argues with his employees (sounds strange but very true). By arguing with your employees, you are putting them in a position to think critically and you are opening the doors to creative solutions. In order to argue effectively, you must build a strong bond with your employees. Otherwise, the employee is likely to just agree with you rather than arguing back.

 

Related Article: Motivational Leadership 3.0 – How To Be A Motivational Leader

 

Operate From All of Your Strengths

strengths-weakness-signAgenda-centered leaders have an advantage over those who do not set an agenda. Setting an agenda for your subordinates saves time, energy and helps you align your goals to complete a project in an organized and timely fashion. A leader should do everything possible to motivate and encourage individuals to use and leverage their strengths. In such a leadership culture, everyone wins. People-centered leaders aren’t bothered by the areas of leaderships in which some of their workers are more gifted. They’ll recognize the areas in which they’re gifted, and operate from these strengths. Rather than keeping individuals from exercising strengths within areas in which they’re weak, they’ll celebrate the strengths of their workers and seek chances to assist them in developing their strengths even more. This type of culture fosters cooperation, natural advancements, and consistency.

 

Win-Win-Win-WinImprove Everyone’s Life

People-centered leaders are focused on the strength development of all members of the team, and they’re more likely to witness substantial success because their workers know why they are doing what they are doing. They trust the leader enough to perform the things needed to be done to improve everyone’s situation with excellence. Everyone wins, the employee’s, the leader and the customers. Start developing the leadership ability of your workers so that you create an environment and culture that fosters excellence, innovation, and consistent improvements.

 

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