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.