If this statement does notdescribe your own approach to your profes-
sion, be assured that it most likely describes those competing againstyou.
Now, let’s look at finding the noblest expressions for this competitive na-
ture, which are tied to many other intrinsic motivators as well. “Curiosity and
the desire to grow” is an expression of the competitive nature competing
with one’s own skill level. The “desire for excellence” is the competitive na-
ture saying, “I can do this better than anyone else,” and competing against
one’s own potential. A “noble purpose and goal” is the competitive nature
taking on status quo, lack of progress, and injustice—and correcting them.
A good exercise for assessment of the competitive nature is Life Is a
Test. This exercise is a highly constructive introspective means for chan-
neling competitive drive. Try applying a trying situation you are experienc-
ing to the exercise in Figure 14.1.
Desire for Excellence
It has been said that to become world class in an instrument or sport
takes 10,000 hours of practice. At the core of such a disciplined schedule or
rigorous routine is the desire to better one’s own standards and the desire
to supercede standards set by others. The most resilient sales professionals
Finding Motivators That Last 121FIGURE 14.1Life Is a Test
Exercise:Complete the following questions.- Describe a negative situation. ___
- What attributes of my character are being tested?___
- How will I pass the test? ___