Are you feeling motivated?

I've been keeping track lately of the number of articles I have seen that recommend how to get and stay motivated and, thus far, it's 13.

It seems not only to be the obvious theme for the month, but also, a subject where their authors have very divergent perspectives on how it is achieved. Most of them utilize the "rah-rah" form of motivation and rely upon inspiring their readers to action with their eloquent mastery of words. I struggle with this approach as it assumes their readers want to be motivated; I believe, on the other hand, that being consistently motivated is a personal choice everyone must make.

I went to a sales networking meeting last week to expand my circle of influence where about 100 people congregated to prospect for new business. As I wandered from group to group, I introduced myself, volunteering that the focus of my business is professional development.

One pod of salespeople captured my attention; they were sharing the challenge of getting and staying motivated in January when there were 11 months to follow. One of the more vocal participants exclaimed, "I'm not motivated yet, but I know I will be by midyear!" After he went on to justify his statement, I couldn't help asking, "How did you lose it and where will you find it at the midyear?"

He responded, "My boss always creates a contest at the end of the first quarter with some pretty large cash prizes for us and that usually lights me up!" Another in the group said, "My motivation comes from the fear of being fired if I don't do my job." A third salesperson said her motivation came from her personal commitment to her goals and their achievement. It made me very sad that two of the three who spoke relied on external motivational factors to keep them moving in the right direction.

There are three motivational tactics that leaders utilize to get their salespeople to perform: incentive, fear and attitude. I've learned from my 23 years of business coaching that relying on incentive programs and fear-based tactics may work for some, but they are not fail-proof. The only true sustainable form of motivation comes from the inside. Let's examine each of the three to determine the right one for you:

Incentive Motivation: This is the carrot on a stick concept where the salesperson is driven to reach the carrot by stretching their effort during a specific time frame. For some, it is effective; for others who don't need or want the carrot, it is not.

Fear-based Motivation: This approach rarely works because salespeople enter "flight mode" and leave the job because the pressure to perform is just too intense. It also creates a prisonlike work environment.

Attitude motivation: Because this motivation comes from deep inside the salesperson and is connected to their commitment to success, it works best. Leaders who believe and role model this approach are normally highly effective because their salespeople become self-motivated. My mentor used to say, "If you don't bring it to the party, you won't find it there", those who are internally motivated bring it with them!

Motivation is simply a desire we hold in expectation coupled with the belief it must be accomplished and a commitment to the behavior necessary to achieve it. Now is the time to analyze your motivation. Do you have a goal you are unconditionally committed to reaching? Are you committed to the activity required to reach it? Have you developed a series of behaviors that, when executed, guarantee success?

Lou Holtz, football coach at Notre Dame for 13 years said, "Ability is what you're capable of doing. Motivation determines what you do. Attitude determines how well you do it." When you look for motivation in the future, please check your attitude first and you will need to look no further. Go conquer your worlds.

• Bill Bartlett owns Corporate Strategies, A Sandler Training Center. bbartlett@sandler.com. Text "SalesTip" to 71813 to receive Bill's biweekly newsletter.