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Here we are at the beginning of another new year. We made it through the holidays and year-end hustle ready to start fresh. But there’s an interesting phenomenon that I noticed happens this time of year. Salespeople start out the year with a strong number of sales. Then before we are even ninety days in, their sales tank. What happened and how do you prevent it? That’s what I’m going to answer for you here. I’m going to give you the key to keeping momentum through 2022 and every year after.

Value Your Product More Than the Money

Money can be a great motivator for making sales initially. But it won’t push you to keep going in the long run. Being purpose-driven is the only way that you can ever be great at anything in life.

Conviction is the difference between beginner’s luck and long-term success in selling. I have hammered on this point before, but I’m going to say it again. You have to be 100% sold on your product, service, company, your management, and yourself.

Any drop in production is an indicator that you have uncertainty in what you’re selling.

There is no other reason you are losing steam other than that–you have to know that fact first and foremost. Once you do, you’’ll be able to quickly bounce back from any dip in your sales by reselling yourself on what you offer. Become unreasonable about this point. That is the biggest part of the key to keeping momentum through 2022.

Don’t Use “Tricks” in 2022

Tricks are for kids, not salespeople. I hear some of these “tricks” that salespeople pick up to get more sales. Stuff like crossing your arms when the customer does and other psychological mumbo jumbos.

In short, don’t use them. They’re not ethical. A good rule of thumb is that if you would not advertise what you’re doing, don’t do it! If you’re tempted to use these methods, you’re not completely sold and need to revisit the point above.

In conclusion, the key to keeping momentum through 2022 starts with you. Selling isn’t all about money. It’s about helping others with what you offer them. How does your product help your customers? What does your company offer that the competition doesn’t? What do YOU bring to your customers no other salesperson can? Get solid on those things, reinforce them when they waver, and your sales will dominate in the year ahead.

Check out our courses on how to make more sales, improve your marketing and become successful at cardoneuniversity.com.

Keep the Momentum.

Grant Cardone

While the holidays are a time of joy and celebration for many, they can also be a source of stress for sales teams. Team members may find it difficult to stay motivated with all the additional demands on their time and energy (not to mention all of the holiday parties and events). We all tend to slack off sometimes when there are festivities, but this isn’t the time to slow down. Here’s how to motivate a team through the holidays:

Set achievable goals.

It can be easy to get overwhelmed during the holidays, especially if your team has a lot of work to do. To avoid feeling stressed out and unmotivated, set realistic goals that you can achieve within a reasonable timeframe.

Plan a post-holiday celebration.

What’s better than looking forward to celebrating all of your hard work than hosting a party for your team? Make it fun and let them enjoy a night to congratulate them.

Address problems ahead of time.

If you’re aware of issues with a project (such as a tight deadline or an unrealistic workload), address them ahead of time by asking for help from other team members.

Give back.

This is a no-brainer! Your team will feel more motivated and stay engaged if they have the opportunity to give their time and skills to a worthy cause.

Reward good performance.

Recognition for a job well done is one of the best ways to keep people motivated. Suppose you have an incentive program in place. In that case, everyone must get credit when they do something worthy of recognition so that no one feels left out.

Recognize your team’s efforts.

Please make a special effort to recognize the contributions of your team members during the holidays. Let them know how much you appreciate their dedication and hard work throughout the year. It’s not too late to add something special in their holiday paychecks for working through December!

Celebrate success.

When your team meets its goals or completes a project ahead of schedule, take the time to celebrate its success. This will help keep them motivated to work even harder in the future.

Work on personal development.

Just because it’s the holidays doesn’t mean it’s time to slack off – it’s a great time to read sales books, complete extra sales training, surround yourself with positive reminders and make continued investments in yourself – because that’s the greatest gift of all.

I get it – there’s lots of fun around the office these days, but let’s keep in mind that our goals are our first priority. Don’t forget to give your sales team something to look forward to and keep them motivated so they continue to boost sales. If you want to learn about more motivation methods, check out my course at cardoneuniversity.com.

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Keeping Momentum Through 2022