New year's resolutions, #6

I will establish and commit to a personal goal that leads me to easily surpass my company quota.

Too many salespeople focus on their company-mandated quotas. They see achieving them as reaching the top of the mountain. But when you can get them to stop and look at their company’s top performers, those individuals are generally performing on an entirely different level. Often four to five times the volume of the average sales professional in their organization.

The key is to establish a personal goal that has nothing to do with your company quota. That personal goal should be based on what you feel you’re truly capable of accomplishing; one that you can fully commit to. It may be difficult to achieve, and it will take daily effort, not occasional effort, but a goal you will be completely pleased with when this time comes around 2006.

Don’t be at the crown of that ugly bell curve. Be on the leading edge. Set a goal for 2006, establish smaller, incremental goals that will get you there, then identify the habits you’ll need to have mastered to reach those goals.

goals, quotas