How to Guarantee You’ll Never Meet Your Quota

Beat your quotaLet me show you how to guarantee you’ll never meet your quota. It’s really easy. When you organize yourself to just meet it, you’re not very likely to achieve it. By operating that way you’re setting yourself up to generate less revenue for your company and fewer dollars for yourself. It’s actually why so many people never meet quota. All they do is set their sights on meeting it.

How’s that again?

What I’m saying is this: If all you try to do is meet the quota, you’ll never do it.

Why not?

Because you’ll organize your activity to hit the mark—which means barely meeting it–usually on the last day of the month. In the normal course of business, something will almost always go wrong with part of your plan, resulting in at least a small shortfall. Don’t be the salesperson who ends the month saying, “Had it in the bag. Then Jasper Jones fell apart on me. If it wasn’t for that, I’d have hit the mark.” That’s what happens when you aim to be average. In order to meet your quota every month, quarter, or year, you need a different strategy.

Begin by organizing your activity so you can double your quota. What will it take to make that happen? It’s easy to figure out. Just do the math. You must know what it takes to hit the mark. Double it to picture what has to happen to go beyond. Then, plan your activity as if this doubled amount is your actual quota. This way, when Sara asks for different terms, Kyle cancels an order, and your big client committee delays a decision, you’ll still do well with the other sales you’ve closed. When you do start hitting 200% of quota because of your increased activity, bump your goal to 300%. It can and has been done by students of my training. They implemented different strategies. They detailed out their activity plans. Those past graduates of my training followed through…and doubled and tripled their incomes.

Don’t meet any quota that’s set for ordinary people. Change your mindset and demolish it!

Copyright Tom Hopkins International, Inc.

Excerpted from my book, The Official Guide to Success.

The Sales Slump Stops Here

Have you ever gone into an emotional slump? A financial slump? A performance slump? Of course, you have. No matter how good your attitude, and no matter how resolutely you confront your difficulties, there will be days when things do not go right.

In my sales training seminars, I teach a 10-step system to cure slumping, whether in business, or in our personal lives. Here they are:

  1. Become highly skilled at what you do. If you haven’t perfected your knowledge and skills, how can you say you’re slumping? Practice, drill, and rehearse to get to the highest level you’re capable of, and you’ll be impervious to slumps.
  2. Burn the past. The past is dead, so get rid of it. [Read more…]

Get What You Want in 2012 by Wendy Lipton-Dibner

It’s the time of year when people all over the world launch their annual process of goal setting.

I’m going to work out every day! 

I’m going to send ‘Thank You’ notes to everyone! 

I’m going to spend one hour a day cold calling! 

THIS is the year I hit the Million Dollar Club!

Yep. Every year we set our goals for the next 12 months. The question is: What can you do now that will assure you’ll actually achieve your goals in 2012?

Would you believe you’re only 3 simple steps away from getting everything you truly want? And would you be surprised if I told you those same 3 steps could help you double your sales in fewer than 30 days? I’ve seen it happen over and over. So now let’s make it happen for you and then you can make it happen for everyone else! [Read more…]

The Art of Achieving Your Goals

Listen to an interview with Tom on blogtalkradio
on the topic of goals and achievement.
Listen to internet radio with Phil R Taylor on Blog Talk Radio
Official Guide to Success

Beyond the Comfort Zone

The average human being has the ability to achieve almost anything.  Lack of basic capability is rarely the problem–we all have great reserves of untapped power. The problem is almost always in finding out what we want.  Before we go any further, let me define how I’m using the word “want” here.  I’m not talking about mere wishes. I’m talking about wants that gnaw at you.

Maybe you think you don’t have any gnawing wants.  If you think that, you’re wrong. You have the wants. But, they’re bottled up where you can’t get at them. They’ll stay there, too, coming out as blind resistance to change, refusal to put out extra effort or the insistence that all your problems are the cause of others.

[Read more…]

Living by the Golden Dozen

Here’s the best way I’ve ever found to pull the best performance out of yourself. It’s an extremely simple method. Not easy, simple. First, hang copies of these twelve words where you’ll see them at work, in your car, and at your home:

I MUST DO THE MOST PRODUCTIVE THING POSSIBLE
AT EVERY GIVEN MOMENT.

Now comes the important part: Dedicate yourself to living that declaration.

It doesn’t help to look at those words once in a while and think, “That’s what I’m going to start doing just as soon as I can get myself together.” If you really want to achieve, start living by those dozen words now. [Read more…]

What is a Goal?

The average human being has the ability to achieve almost anything. Lack of basic capability is rarely the problem, but rather, finding out what you want and being willing to sacrifice, change, and grow to satisfy that want.

Here’s a step-by-step system of goal-setting to help you achieve your wants that can be applied to all walks of life. [Read more…]

Setting Realistic Sales Goals

Achieving sales goals for your business is one of the biggest challenges any owner or manager faces. There are so many factors that can affect that final number.

Hopefully, you have a staff of people who are dedicated, professional and motivated to help you achieve your business goals. If you do not, read no further. Instead, read up on how to hire the right people to sell your products and services.

Let’s assume for now, though, that you do have the right people in place. How do you set the sales goals you want and need without being pushy and demanding of your sales team? Some businesses ask every person on the team to meet the same sales goal equally. That’s the easiest thing for a busy manager to do. The challenge with that is not everyone is capable of achieving at the same level. Some salespeople are better with a certain product. Others work best with a certain type of client. Again, those darn variables. [Read more…]