When I was working for the American Heart Association, (about 6 years ago) I was sent to Seattle Washington to give a presentation on recruitment. My job with the AHA was to raise money through the Jump Rope and Hoops for Heart Campaigns. Basically, this was a sales job. It was a "do-good" job as well, as the money was raised for a good cause, but I'm not gonna lie, you had to hit numbers (dollar goals set for your territory by your manager) or your ass was fired. So anyway, I was asked to do this speech because I was ranked number one in my division and number three in the nation for recruiting new schools to participate in the Jump and Hoops events. The team in Seattle? Their whole division was ranked in the bottom quarter of the nation.
I'm all honored and excited to give this speech/presentation, so I spend like two freaking weeks making charts, graphs and a slide show in preparation. I have details about what I did, what I said, where I went, when I went, who I talked to and why. I mean to tell you, the only thing I didn't have in my presentation was a list of all the clean, and therefore acceptable, places to stop for a bathroom break in Western Kansas. Seriously! I was super prepared for this event.
So I'm in Seattle, sitting in the hotel convention room. We are all sitting around these big round tables, and I am so thankful for the long tablecloth as I discreetly wipe my sweaty hands on this tablecloth, for like the hundredth time. They introduce me. The Seattle manager tells his "team members" of my accomplishments and I walk to the podium. I am seriously, physically shaking, as I turn to face 50 expectant faces. I start with the slide show, and begin to spew forth all this knowledge I have acquired through my experiences in the field. Not but 5 minutes into my presentation, an arm goes up. Question. "But Julie, what if you approached that PE teacher last year, and they said no, do you ask them again?" Umm, Yes. (I'm thinking...duh!) Another raised hand. "But what about if the principal said no to the event last year, and you know the same principal is at that school?" Well, you go there again, ask a lot of questions to find out what the objections are, and overcome the objections. "But, what if the principal won't make an appointment to meet with me? Or, what about if the principal or PE teacher won't return my phone calls?" Hum, I guess I don't make appointments or phone calls, I just show up and go the school's front office. They give me a pass, and I head over to the principal's office or the gym.
I keep getting these questions, which are really just excuses, to not do what we have all been taught to do. These people know basic sales techniques, or they wouldn't have been hired! I begin to feel like an asshole answering these questions. I look over at the "team manager" in shock. He just smiles at me, like he is encouraging me to continue on, answering questions and imparting knowledge on his team. Then it hits me. This division, this manager, these people are just comfortable with keeping the status quo. They all have excuses for why they can't do better. Why they can't get more school's signed on. This manager dude seriously just took these excuses from his team, as his excuse for failure to raise more money and hit goal.
I abandon my slide show and I ask this question. "Do you really want to sign on more schools?" They nod their heads. I begin to walk around the room. I'm pissed by the apparent lack of motivation. I am no longer nervous to give my presentation, I only feel an overwhelming desire to shake these people. I ask each table to tell me why they work for the American Heart Association. I get various answers but nothing with the passion I'm looking for. This is when I begin to get animated. As I continue walking the room I look at these people in their eyes. My voice a bit raised, I tell them, "You have to want to succeed!" "Everyday you have to think about why you do your job." "You have to know, failure is not an option." "You must relate what you do for a living, to actually saving lives." I briefly mention the research that leads to new medications, technology, education, healthier lives and prevention of heart disease. I tell them none of this can be done without the money we raise. I tell them, "You have to want this, like you want to save your own child's life. I dare any of you, to give me an excuse for not getting a new school signed on, knowing money raised from that event could help save your child's life. "
Dramatic and Over the Top? Maybe. But it worked.
These people didn't need to learn advanced sales techniques. They were not in need of better communication skills. What they needed was motivation. A drive to do what they need to. A reason to go beyond the comfort zone. Motivation to change and break from the "status quo".
Ask yourself this: Is there something in my life I'd like to change? Something I can do better? An area where I'm not living up to my potential, not giving it my all? I asked myself this question, and answered it with a big ass "Heck yeah!" Maybe your answer is yes as well?
Another question to ask yourself: Do I really want to change? Do I want it bad enough?
If you want it bad enough, if you want success... You need to be motivated and stay motivated.
So, What's Your Motivation?
Think about it everyday. Write it down. Keep your Motivation wrapped around you like a security blanket. And then, as Nike said it so simply, "Just Do It".
