I recently hit an important sales goal that I set for myself.

It was very exciting. I was jumping up and down, pumping my fists in the air, hoottin and hollerin and celebrating my success!

Now if you’re the type that thinks that such behavior is dorky, or unprofessional, then there’s more than one lesson in this email for you today.

Celebrating your successes is very important. You need to train your mind to link lots of pleasure to achievement. If you do, it will train your mind and body to feel good about doing the work you must to achieve your goals. And if you feel good about doing the work, then of course you will want to do it.

One of the keys to my hitting this goal was that I set an achievable goal for myself.

Another key is that I set the goal for myself. No one else set it for me, and I didn’t base my expectations on what anyone else did or thought I should be doing.

I looked at what I thought was possible, what the potential was, and I set a reasonable goal and a stretch goal. I kept reminding myself of both of these numbers in my head for days.

I kept reminding myself until I had achieved at first my reasonable goal. As I approached my reasonable goal, I then saw that my stretch goal was within reach. So I started focusing on that next, which I also achieved just a short time later.

Now you may not be in a position to set your own sales quota for this year, quarter or month. I understand that.

But you can set your own personal goals that are reasonable and achievable.

And the only way you are going to get to your bigger sales quota goals is to break them down into goals that you believe you can achieve.

So if your sales quota numbers are such that you don’t believe in your gut that you can make them, then stop focusing on those numbers.

Instead figure out what is doable for you short term and do that. This will put yourself on a success reinforcement cycle, from which you can build incrementally larger goals to achieve.

Sell with Pride,

Shameless Shamus

P.S. Some people think a 25% closing rate is good. Hogwash! You don’t have to settle for 75% of your prospects wasting your time. Go and do something about this now.