The Cause Rarely Mentioned
In conversations about sales motivation, it’s common to hear outward explanations:
• “Clients aren’t buying”
• “The sales plan is unrealistic”
• “The market is too complicated”
• “The economy is against us”
Yet often, behind these arguments lies a more personal emotion: doubt about one’s own ability to meet the new level of demand.
Change as a Trigger for Insecurity
Any change that involves a challenge —a higher target, a new market, a more complex client— can awaken the same internal question: “Am I up to the task?”
Sometimes this feeling emerges after a major achievement that seems unrepeatable. For example, a salesperson who exceeded targets one year thanks to an exceptional deal… and now fears they won’t be able to replicate it. Other times, it arises simply because the bar has been raised and the future is uncertain.
The Damage Done by Silent Fear
When this doubt takes hold:
• Self-confidence erodes.
• The goal seems farther away than it really is.
• Motivation fades, and external factors are blamed more than one’s own approach.
How a Sales Leader Can Respond
Identifying this pattern requires attentive listening and empathy. Possible actions include:
• Reinforcing the connection to past achievements, highlighting skills and strategies that are not dependent on luck.
• Analyzing the new challenge together, identifying controllable variables and how to address them.
• Outlining a step-by-step plan to reduce the feeling of an impossible leap.
At mb&l, we address these situations by combining sales discipline, clear processes, and territory strategies so each salesperson can turn insecurity into action.
The greatest threat to motivation is not always failure, but the silent doubt that appears in the face of a challenging change. Recognizing and addressing it with a methodical approach can turn that fear into the fuel that drives achievement —and even surpasses— the new goal.
If you would like more details on this or other consultative selling topics, please contact us; we are ready to help.
