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.

Setting Realistic, Achievable Goals

Realistic, Achievable GoalsWhen it comes to setting realistic, achievable goals, there’s definitely a system involved. Once I gained a clear understanding of how goals should be set and what they could do for me, I studied everything I could find on the subject. I went so far as to draft up a document that looked like a legal agreement to write my goals on, called it my Proposal and Agreement. I would fill out the form, “approve the paperwork,” and read my list of goals every morning and night. Once a goal was completed, I would write the word “Completed” and the date across the document in red ink. Then, I would put the document into a binder for safekeeping. Whenever I had a down day, I would pull out that binder and review all the goals I’d already accomplished. Seeing those documents always gave me a mental and emotional lift. They also reminded me of what happens when you stay focused.

You are welcome to download my Proposal & Agreement form here: http://www.tomhopkins.com/pdf/ProposalandAgreement.pdf

Read through it. Then, take your goal setting practices seriously. Goals aren’t meant to be a glorified “to do” list. They’re way more than that. However, once your goals are set, you will find yourself adding items to your daily “to do” list that help you move toward the achievement of those goals.

Why are goals important

Goals help you to discipline yourself to achieve those things that you desire. Desire, without discipline, leads to disappointment, disillusionment, and depression. And no one wants to go there. So, let’s talk about setting those achievable goals.

There are two types of goals: 1. Short term – no longer than 90 days, and 2. Long term – starting with 20-year goals then breaking those goals down to 10-year, 5-year, and one-year goals that are stepping stones to your large goals.

I discovered several criteria for setting achievable goals. I’m happy to share them with you here. Your goals must be:

  1. Better than your best, but believable. If you can’t even imagine achieving them, you won’t take the steps necessary to do so.
  2. Worth committing to. Don’t set a goal for something frivolous just to set a goal. You ARE going to commit time to achieving them so make it worth your time.
  3. Clearly defined. Don’t write that you’ll buy a new car with cash. Write out a detailed description of the car including make, model, color, and any other option you want.
  4. Vividly imagined. If you can’t close your eyes and see, hear, feel, smell, and taste the object of your goals, keep writing until you can. Be so descriptive that another person could read the description and know exactly what you’re talking about.
  5. Ardently desired. I happen to love that word “ardently.” It’s about having an intense passion for your goals. You don’t just “want” them. You “have to have” them.
  6. In writing.

Set goals for what you want to be, do, and have in your life. Give this some serious thought–perhaps a couple of hours the first time you do it. Or, let the ideas percolate for a couple of days before starting to write. Just be sure to do it.

What else to consider when setting goals

Another important element to setting realistic, achievable goals is that they’re your goals, not goals that others tell you that you should have. If everyone else you know says owning a Mercedes is the ideal car to have as a goal, but you prefer Jaguars, don’t let them influence you. You won’t work hard for goals that aren’t your own.

I highly recommend that you set goals in at least four areas of your life for starters:

  1. Financial independence – this would be a specific net worth amount.
  2. Emotional stability – this is about understanding what makes you happy and gives you a sense of mental strength.
  3. Physical fitness – there’s no sense in achieving in other areas of your life and losing your health along the way.
  4. Spiritual fulfillment – if what you believe in doesn’t matter, it doesn’t matter what you believe in. I’m not saying that you must be religious. Just understand that we are spiritual beings and feeding that spirituality is important to living a life of balance.

Once you have your goals set, plan your days around their achievement. Review them at least once every morning when you rise, and every evening before going to sleep. Use them to set the stage for how you’ll live each day.

Copyright Tom Hopkins International, Inc.

Defining Success

LS001922Before you can achieve success, it’s critical that you invest some time in defining success.

At the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a single goal: to win an Olympic gold medal. From then on, she crushed everything out of her life that didn’t contribute to her goal. Every available hour went to practice. Trophies and honors piled up as the years went by, but they meant little to Corinne beyond making her dream of winning the gold medal seem a little more real.

After eleven years, the big day finally came, and Corinne Archer arrived at the Olympics to meet the world’s toughest competitors. The contest was grueling, but she won. At seventeen, Corinne stood at the highest pinnacle she could ever hope to attain by her own definition of success. The gold medal, whose pursuit had dominated two-thirds of this young woman’s life, was now hers.

Corrine left the victory stand in tears—of joy, or so everyone thought. [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…]

Planning the Achievement of Goals

This is the time of year most professionals invest effort in being better than last year. New goals are set. More efficient ways of doing business are sought after and implemented. Goal setting and time planning go hand in hand. I don’t believe you can effectively plan your time without goals. And, I don’t believe you’ll ever achieve your goals without effectively planning your time.

Since numbers are easier to work with than ideas, I’m going to demonstrate how time planning and goal setting work together to help you achieve your financial goals. The same system can be applied to any other goal, but this is the easiest way to demonstrate it. [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…]