Working in branded merch has plenty of highs, but it can also come with its share of challenges. From stalled deals to last-minute client changes to plenty of rejection, it can be easy to lose momentum. Even the most experienced reps can sometimes feel worn down by the grind.

You don’t have to stay motivated 100% of the time. But it helps to know what gets you moving again when your motivation dips. According to Brooks Group’s Michelle Richardson, this skill is what can set you apart from everyone else. In this issue of PromoPro Daily, we share her tips for staying motivated — even when the sales slump starts feeling too real.

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  1. Leave time to practice. Learning a new sales skill is one thing, Richardson says, but using it naturally in a customer conversation is another. Whether you’re working on discovery questions, negotiation or closing, build time into your schedule to practice. Instead of simply reading about a technique or completing a sales training module, rehearse how you’ll actually use it. Practice can also be a powerful motivator because it makes progress visible, she says.

  2. Look at what you’ve accomplished. Working in sales means you’re often looking ahead to the next meeting, quota and quarter. It’s good to keep moving forward, but don’t forget to look back at your progress. Richardson recommends periodically taking stock of your accomplishments, from your new accounts to new skills you’ve developed. She says recognizing those wins can help restore perspective when results aren’t coming as quickly as you’d like.

  3. Remember why you chose sales. What drew you to work in branded merchandise? Maybe you love being creative or helping solve clients’ problems. Whatever your reasons, Richardson says it’s easy to lose sight when you’re focused on CRM updates, follow-up emails and monthly targets. When the day-to-day challenges start to feel overwhelming, she says those larger goals can remind you why the effort matters.

  4. Be open to learning new things. Change is constant in sales. Buyers change and markets evolve. That means even experienced sales professionals have opportunities to improve. Richardson says it’s important to recognize that what worked in the past won’t always produce the same results. A willingness to learn and adapt can make you more effective and help keep the work engaging, she says.

  5. Make progress every day. When you’re pursuing an ambitious sales target, Richardson says you may want to focus exclusively on the final number. But motivation can suffer when the goal feels far away or largely outside your immediate control. Instead, she recommends breaking larger goals into smaller, repeatable actions.

It’s OK if you don’t always feel motivated. What matters is having a few ways to find your footing when the pipeline gets quiet and rejection starts stacking up. Keep learning and focusing on your progress. Sometimes, the best way out of a slump is simply taking the next step.

Compiled by Audrey Sellers
Source: Michelle Richardson is the vice president of sales performance research at Brooks Group.