Marketing Review - Spring 2008 - (Page 19)

courage. As always, we are left with a choice: between being motivated by fear that stifles imagination and leads to stagnation, or motivated by faith—in ourselves and our abilities—that frees us from limitations and leads to great expectations. 4. Motivation is influenced by the vision we have for our lives. The idea of having a powerful, personal vision might seem naïve, unrealistic, or even egotistical, yet research tells us that we tend to move towards that which we picture in our minds and desire in our hearts. Successful sales managers know that when they set high standards and expect the best possible performance from their salespeople, they are far more likely to get it than if expectations are low. There is great power in setting challenging personal and professional goals and being committed to do what it takes to attain them. When you set expectations that stretch you and expand your knowledge and skills and then hit your mark, there’s nothing more satisfying—and motivating—than that inner sense of accomplishment. 5. Motivation is inspired by a larger purpose. It’s normal to respond positively to incentives such as a bonus, a big commission, or the reward of a trip to Hawaii after a great year. As gratifying as these external “motivators” may be, they are short-lived and provide precious little fuel to the motivation engine when you’ve just lost a big sale. One of the secrets of self-motivation that sustains you through good times and bad is a larger purpose that defines what your life is about—how you contribute to making the world a better place to live through your work, your relationships, and your family. Combined with high expectations and a sense of what is truly meaningful for you, your sense of purpose can be a constant source of renewed commitment to act and to perform at your best. These five keys to a “motivational system” will carry you forward to achieve SPRING 2008 • HSMAI MARKETING REVIEW immediate results and long-term life and career success. But they require constant attention, reflection, and renewal. Here are five questions to ask yourself —especially when you feel your motivation slipping and your enthusiasm waning: personal best? Is my purpose clear? Do I have a clear image of how I want to contribute and to whom? As you answer these questions clearly and with conviction, you will ignite the motivational engine to drive success in your life and career. I David McNally, an internationally acclaimed speaker and author of two best selling books, Even Eagles Need A Push: Learning to Soar in a Changing World and The Eagle’s Secret: Success Strategies for Thriving at Work and in Life. For more information or to contact: www.davidmcnally.com, info@davidmcnally. com, 1.800.228.1218 or 952.835.0300. SB10061957S-001/HANS NELEMAN/GETTY IMAGES Am I tapping into my own inner resources? Is there a courageous action I should take right now to overcome an obstacle? What’s my “meaningful motive?” Am I focused on what has meaning for me? What’s driving my thinking right now? Is it fear? Or is it faith in myself? Am I setting high expectations for myself? Am I challenging myself to reach my 19 http://www.davidmcnally.com

Table of Contents Feed for the Digital Edition of Marketing Review - Spring 2008

HSMAI Marketing Review - Spring 2008 Contents COLUMN: The Online Marketer COLUMN: Success Stories COLUMN: Guest Column Ten Trends Now Shaping the Future of Hospitality Turning the 2008 Consumer Tax Rebates into Hospitality and Travel Sales 25 Extraordinary Minds in Hospitality and Travel Sales and Marketing The Lure of Lore: Connecting with Customers Through a Unique Brand Story A Careful Balancing Act A Meaningful Relationship: How Technology Affects the Connection Between Hospitality Marketers and Meeting Planners SPECIAL SECTION: The 2007 HSMAI Adrian Awards Building Five Star Imagery

Marketing Review - Spring 2008

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