In this episode of Let Me Speak to a Manager, Ian Mathews and Frank Cava break down why sales motivation collapses in tough markets and why the best salespeople actually thrive when things get hard.

Drawing from decades of experience across real estate, lending, construction, and enterprise sales, the guys unpack the psychological forces behind procrastination, learned helplessness, and burnout, including expectancy theory, intrinsic vs extrinsic motivation, and the progress principle.

They explain why most sales teams focus on the wrong metrics during downturns, how fear and uncertainty shut down performance, and how elite performers reframe success using micro-wins, controllable behaviors, and skill-building.

If you’re a salesperson struggling in a slow market or a manager trying to motivate a team, this episode offers practical frameworks, real-world examples, and leadership lessons that separate professionals from fair-weather performers.