Get Motivated to Do More with Less

A Colin Powell speech got our columnist thinking about force multipliers. Here are five ways to get more done with what you already have

by Michelle Nichols

When I heard former Secretary of State Colin Powell speak recently, he said, "Perpetual optimism is a force multiplier." He explained that in the military, leaders are always looking for force multipliers, that is, ways to get more done with their current force.

Powell's speech prompted me to brainstorm some force multipliers in sales. Here are five. If you think of others, please comment below or e-mail me.

1. Optimism: Powell's idea applies to sales, too. This is not a big stretch because most salespeople are, by nature, optimistic. It's a necessary trait for surviving in a career where you often get told "no" and you have to smile and keep on selling.

However, it can be a challenge to stay perpetually optimistic. One way to sustain your optimism is to keep a record of your selling accomplishments. You can also add copies of significant purchase orders, congratulation letters from your boss, or photos from celebration parties to it. Just before you go on a challenging sales call, review it to remind yourself that if you did it before, you can do it again.

Motivational quotes can also help you stay optimistic. I like "Reach for the moon. Even if you miss, you might just land on a star" and "If you think you can, you can." They can be posted in your office or car, or you can audio-record them and play them in your car between appointments.

2. Preparation: The old saw holds that most wars are won on the drawing boards before the first shot is ever fired. Likewise, learn all you can about your customers, their company, industry, and competitors before you have your first meeting so you are fully prepared. Then stay abreast of any changes as your selling relationship spans the coming years.

Setting e-mail updates using Google (GOOG) Alerts, performing research on the Internet, and reading trade magazines are great ways to stay prepared. The information you glean can give you ideas on new offerings to propose or help you anticipate any changes that could affect your selling relationship.

3. Sales education: Your customers are constantly learning new ways to negotiate better with you. As a result, you need continual sales education to protect your sales and profit margins. Every hour you spend learning the latest in sales education will pay dividends when you are sitting on the hot seat of a sales call.

To stay sharp, check out best seller lists, go to Amazon (AMZN) and search for sales books sorted by best-selling rank, and visit your local bookstore.

4. Boldness: Jeffrey Fox, a Savvy Selling podcast guest, says that "A shot on goal is always a good idea." In this vein, consistently take action whenever you see a selling opportunity. This is the military equivalent of the element of surprise.

One of my favorite compliments to receive is, "I can't believe you had the guts to do that." To be honest, sometimes I can't believe I did either. For example, in 2001, in response to an article in BusinessWeek magazine, I wrote a letter to the editor. When BusinessWeek.com requested to publish it, I said yes—and boldly asked if they needed a sales columnist. Six years later, the site has published more than 140 of my Savvy Selling columns.

To strengthen this force multiplier, remember that it's more important to boldly take advantage of selling opportunities whenever they present themselves than worry whether each one works out perfectly or not. The point is to practice and hone your boldness.

5. Competitive drive: Most salespeople are naturally competitive. No matter whether we develop this desire on the athletic field, in school, or in business, we are drawn to competition and we have the inner drive to win. I still remember how victorious I felt long ago when I beat not only all the girls in my high school physics class, but all the boys, too.

A headhunter I once worked with attributed his success to telling himself, "I may not be any smarter than my competitors, but I will outwork them, so in the end I will win more sales." Maybe that idea will work for you, too.

When I feel sluggish, one of the ways I get my energy back is I picture my competitors working away at a mad pace. I know that if I don't get back into action right away, they will outsell me. The image of them outperforming me drives me crazy and I get back to selling with intensity.

Sometimes salespeople feel stretched to continually do more with less. However, developing your forces of optimism, preparation, sales education, boldness, and competitive drive can help you perform your best and multiply your sales results. Happy selling!

Michelle Nichols, the founder and president of sales consulting firm Savvy Selling International, leads a weekly podcast and writes her Savvy Selling column every other week.