How to Stay Motivated When Your Government Sales Plan Feels Like a Grind

September 4, 2024 | Uncategorized

Let’s be honest: while in the beginning, it may feel exciting, executing a government sales plan can feel like you’re stuck in a never-ending loop—researching contracts, writing proposals, following up with contacts, and longer sales cycles. It’s easy to lose steam, get bored, or even start questioning why you’re doing it in the first place. But here’s the thing: staying the course is vital to success in this field. So, how do you keep yourself energized and focused when the daily grind wears you down? Here are some practical ways to push through and keep your momentum strong.

1. Focus on the Bigger Picture, Not Just the Task at Hand

Sometimes, we get so caught up in the nitty-gritty that we forget why we’re doing this in the first place. The reality is that every proposal you write, every cold call you make, and every government contact you connect with aren’t just tasks. They’re steps toward creating a real impact, whether improving infrastructure, providing essential services, or supporting community programs. Keep your eyes on the prize: the broader mission behind your work. This mindset shift can reignite your passion and remind you that your actions matter.

2. Break It Down and Celebrate Small Wins

When you’re focused solely on the endgame—like landing a big contract—it’s easy to feel stuck in a never-ending marathon. Instead, set smaller, bite-sized goals you can achieve weekly or daily. Maybe it’s scheduling five new meetings this week or connecting with three new agency contacts on LinkedIn. Whatever it is, ensure it’s achievable and, most importantly, celebrate when you hit those marks. Recognizing these small victories can boost motivation and keep you moving forward.

3. Get Organized and Simplify Your Process

Let’s face it: a disorganized process can make even the most exciting tasks feel like a drag. Streamline your workflow using tools and systems designed specifically for government sales. A good CRM can help you keep track of contacts, monitor your outreach, and keep your pipeline in check. Make sure you take care of that CRM, and it doesn’t become a dumpster fire, or that alone can be your reason for feeling discouraged. Beyond that, automate repetitive tasks wherever possible. Use templates for your RFIs, proposals, emails, and follow-up messages, then tailor them. Don’t start from scratch each time. Develop a pricing matrix to make pricing jobs easier. The less time you spend on administrative stuff, the more time you have for strategic thinking and meaningful engagement.

4. Make Time for Reflection and Adjustment

It might be time to pause and reassess if you feel stuck on repeat. Regularly reflect on your approach: Are you reaching the right people? Are your emails getting the responses you want? Use these insights to adjust your strategy. Making minor, data-driven tweaks will keep things fresh and prevent you from falling into a rut. This is about maintaining a growth mindset—learning from every experience, good or bad.

5. Mix Things Up and Keep Learning

One of the quickest ways to beat boredom is to change your routine. Don’t rely on one outreach method; try a few different approaches. Combine cold outreach with warm follow-ups, leverage social media, or attend industry events. And don’t forget to keep sharpening your skills. Sign up for a course on sales-related tactics and strategies. Learning new things can help keep you engaged and excited about your work. But beware of shiny objects. Ensure you focus on your goals and don’t chase new things to avoid the tasks vital to achieving your goals.

6. Build Your Support Network

You don’t have to do this alone. Connect with others in the industry who get it. Whether through online forums, local meetups, or professional organizations, surrounding yourself with like-minded people can provide valuable support and inspiration. A good mentor, especially one with experience in government sales, can offer fresh perspectives and keep you motivated. Don’t be afraid to ask more experienced people for help. Most seasoned professionals love to help others, but you gotta ask. Another option is a paid coach. While this investment may be complex, their ability to help you see your blindspots can accelerate how fast you succeed. Sometimes, just knowing people have your back can make all the difference.

7. Don’t Forget Self-Care

It’s easy to burn out if you’re not caring for yourself. Make sure you’re incorporating self-care into your daily routine, whether that means stepping away from your desk for a quick walk, taking a few minutes to practice mindfulness, or simply ensuring you get a decent night’s sleep. Daily exercise and journaling are a must for me. I used to say I didn’t have time to do these things, but when I do these things, I’m much more efficient because my mind’s right. Taking time to do these things gives me time back. Remember, you’re not just a sales machine—you’re a human being and need to recharge regularly to stay effective.

8. Reconnect with Your ‘Why’

Finally, always come back to your ‘why.’ Why did you choose this field? What do you hope to achieve? Keeping your purpose front and center will help you power through the tough days. I started my own government sales business to achieve my dreams of owning my own business while still providing for my family financially and emotionally. Half of why I’m doing this is gone if I’m not there for them. I keep this front and center by having pictures of my kids and spouse around my office. It’s not always easy, but if you’re clear on your mission, you’ll find the strength to keep pushing forward.

Yes, executing a government sales plan can sometimes feel tedious, but it doesn’t have to drain you. You can keep the momentum by focusing on the bigger picture, setting achievable goals, staying organized, reflecting on your process, mixing up your approach, building a support network, and taking care of yourself. To wrap up, it’s important not to beat yourself up when you lose motivation. Refrain from calling yourself lazy, stupid, or soft. Most successful people go through this, just like you. It’s how we respond to our feelings that will likely determine our level of success. 

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