Unveiling the Truth About Motivation: The 3 Myths

By Guest Contributor Chris Hatfield

Motivation is often held up as the secret ingredient to success. We’re bombarded with messages about staying driven, powering through obstacles, and constantly maintaining a positive, productive mindset. But is that realistic? The truth is, motivation isn’t a limitless resource we can tap into whenever we want. It’s a wave—rising and falling over time.

Whether you’re working in sales, leading a team, or striving toward personal goals, understanding how motivation really works is crucial. It’s not about constantly being “on” or waiting for inspiration to strike. Rather, it’s about learning how to ride the highs and navigate the lows.

In this article, we’ll explore three common myths about motivation that can hold us back—and offer a more sustainable, practical approach to staying driven in the long term.

Motivation Myth #1: You Should Always Feel Motivated

It’s easy to look at top performers and assume they are always motivated—always upbeat, productive, and focused. However, motivation isn’t something we can tap into endlessly. It fluctuates, just like energy. Expecting to always feel motivated can actually hurt us more than help.

When we’re highly motivated, we expend a lot of energy, which is why we often feel drained after significant accomplishments. Think about how you feel after closing a big deal or finishing a highly successful quarter—you’re buzzing with excitement, but shortly after, you may feel a drop in drive. It’s unrealistic to expect motivation to be constant.

When motivation dips, we tend to get caught in negative self-talk: “I was so motivated last week; why can’t I feel that way now?” or “I should be motivated, given the potential rewards.” Ironically, this kind of thinking can actually demotivate us even more.

This defeatist mindset can lead to a sense of being stuck. When you’re riding high, it feels like that energy will never fade, but when it inevitably does, you might wonder where it went. Conversely, when you’re feeling low, it’s hard to believe you’ll ever get back on top. This is a result of poor emotional forecasting, where we wrongly predict that our current emotional state will last forever.

Truth #1: Motivation Comes in Waves

You don’t have to always feel motivated to be successful. Instead of expecting constant drive, recognize that motivation ebbs and flows. By accepting this, you free yourself from the pressure of being “always on” and can approach your work with a healthier mindset.

Motivation Myth #2: You Need Motivation to Take Action

Another pervasive myth is that we need motivation to start taking action. Many people believe that without motivation, they can’t begin working toward their goals. However, waiting for motivation can lead to procrastination. The truth is, motivation often follows action, not the other way around.

Think about it: when you’re hesitant to start something like a cold call blitz or even a workout, you might feel unmotivated at first. But once you take that initial step, you often find that motivation kicks in. The idea that we need to “feel like it” before we start is a major roadblock to productivity.

When we think of motivation, we often tie it to big-picture goals like financial security or career advancement. These are important, but they’re outcome-based motivations, meaning they’re focused on a destination rather than the process. When the goal feels too far away, it’s easy to lose motivation.

The solution is to focus on action-based motivators—small, controllable steps that get you moving. For example, playing a favourite playlist, taking a walk, or planning your day can all spark motivation. These actions don’t require you to feel motivated first, but they often help create the motivation you need to keep going.

Truth #2: Action Creates Motivation

Don’t wait for motivation to start working—take action first. Often, it’s through starting a task, no matter how small, that motivation builds. Focus on action-based motivators and controllable steps to generate the momentum you need to keep moving forward.

Motivation Myth #3: It’s Your Manager’s Job to Motivate You

Many people believe that it’s their manager’s responsibility to keep them motivated. While managers can inspire and guide, they can’t be the sole source of your motivation. If you rely too heavily on your manager to stay motivated, you may struggle when they aren’t available or as involved.

Managers can’t “give” you motivation. Instead, they can create an environment that inspires you to motivate yourself. Their role is to provide a blueprint for success—offering guidance, support, and an idea of what’s possible. Ultimately, it’s up to you to take ownership of your motivation.

For managers reading this, it’s important to remember that your responsibility isn’t to constantly motivate your team. Instead, focus on empowering your team to find their own motivation by fostering an environment where they can thrive, grow, and take charge of their own performance. Along with helping them better understand their goals and aspirations, to allow them to take ownership and for you to know what can inspire them.

Truth #3: Your Motivation Is An Inside Job

While managers and mentors can inspire and guide you, real motivation has to come from within. It might not always be there, but the more you understand your aspirations and what you’re working towards, the more you’ll be able to spark it, linked to the previous myth.

So what can you do then to better understand your motivation and take control of it?

Embracing the Surfer Mentality

One of the best ways to break free from these motivation myths is to adopt a “Surfer Mentality.” Think of motivation as waves—sometimes you’re riding high, and other times you’re caught beneath the water, struggling to catch your breath. The key is to accept that both situations are temporary.

When you’re riding a wave of motivation, don’t just bask in the success—take time to analyse what got you there. What actions, thoughts, and behaviours helped you reach that high point? By reflecting on your wins, you’ll be able to replicate your success when motivation dips.

When you’re struggling or feeling low, remember that another wave is coming. Instead of focusing on the uncontrollable aspects of your situation, zero in on what you can control. What steps can you take, even in a low-motivation state, to prepare yourself for the next wave?

Controlling the Controllables

Whether you’re at a high point or a low point, the key to managing motivation is focusing on what you can control. Ask yourself, “What actions, thoughts, or habits contributed to my success or lack thereof?”

For example, some controllable factors that can influence motivation include:

Positive self-talk: Keeping your focus on what you can control in presentations or meetings.
Healthy habits: Ensuring you get enough sleep, exercise, and time to recharge.
Structured planning: Setting aside specific blocks of time for tasks like outreach or follow-ups.
Experimentation: Trying new strategies or approaches with different clients to see what works best.
Reflection: Taking time to reflect on your progress and celebrate small wins.

By being more mindful of these factors, you can create a stronger foundation of self-belief that will sustain you through the inevitable ups and downs of motivation.

Sparking Your Own Motivation

On days when motivation feels elusive, don’t sit back and wait for it to magically appear. Instead, ask yourself: “What can I do to spark my motivation?”

Much like jump-starting a car on a cold day, sometimes all you need is a small action to get things going. Whether it’s taking a quick walk, listening to music, or reflecting on your goals, these small actions can help kick-start your motivation and get you back on track.

Remember, motivation isn’t always something that shows up when you need it. More often, it’s something you create through action. By focusing on what you can do now, rather than waiting for the perfect feeling, you’ll be better equipped to handle the natural ebb and flow of motivation.

By dispelling these common myths about motivation, you can free yourself from the pressure of always feeling driven and embrace the natural rhythm of highs and lows. With the right mindset—and a few action-based strategies—you can ride the waves of motivation more effectively and sustainably.

ABOUT THE AUTHOR

Chris Hatfield is the Founder and Coach at Sales Psyche. He has spent the last 15 years in sales, leadership and coaching roles and has a passion for supporting people in unlocking their potential and creating a healthier mind. Chris is a qualified Coach and has worked with companies such as Meta, Google, Experian, Salesforce, Virgin Media and O2. Additionally, he can be found on TikTok (chris_hatfield) sharing content and tips on working on Attachment Theory, attracting over 150,000 followers.

Unveiling the Truth About Motivation: The 3 Myths with Chris Hatfield