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Fall is here—and for many salespeople, that means a renewed sense of urgency. Q4 has started, quotas are looming, and distractions are everywhere. If your pipeline needs a jolt, your mindset likely does too. Staying motivated isn't about hype; it's about habits.
1. Set Micro Goals
Instead of obsessing over your yearly target, zoom in. What does success this week look like? Whether it’s 3 new meetings or 50 dials, hitting small goals builds momentum and momentum builds confidence.
2. Revisit Your Why
Sandler teaches that motivation is internal. Go beyond the number and ask: Why are you doing this? Is it for financial freedom, recognition, your family, or proving something to yourself? Reconnect to the emotional driver behind your performance.
3. Refresh Your Cookbook
If your sales activity plan (a.k.a. "Cookbook") has gone stale, update it. Identify the behaviors that lead to real pipeline movement, especially in fall months. Focus on the behaviors you can control. Remember activity matters and tracking the results of your activity helps you determine which activities are worth your time.
4. Celebrate Progress, Not Just Closed Deals
Motivation dips when we only celebrate big wins. Instead, track things like referral asks, quality conversations, or new discovery calls. Fall is the time to appreciate the effort that leads to outcomes. And treating yourself doesn't have to be buying something. Go outside and take a walk break, brew your favorite coffee, pet your dog (or cat), or spend time reading.
5. Get Around Energized People
Accountability partners. Sales training sessions (like our weekly Expert sessions or one of our Essentials Kickoffs!). Motivated peers. Surround yourself with people who raise your standards and help you push through the fall fatigue.
