Fourteen months ago, right around the conclusion of 2015, I remember reflecting on the year I had as a sales professional. I felt like I was someone who was producing average results, despite having above-average dreams and desires. Fast forward to this very moment, and I’m sitting on a plane to Mexico to celebrate the achievements of this past year: 2017 President’s Club.Not only did I surpass my performance of the prior year, but I more than doubled my performance in every category, sold over $1,000,000 of new business for our software product, and won our award for the Sr. Account Executive of the Year.If you want to change your results, then you absolutely need to change your behavior. As I look back on these last couple years, there have been some fundamental shifts that have helped me produce drastically different outcomes.Here’s a list of seven adjustments I made:1) I sold myself.I became absolutely convinced that I was more than capable of crushing my targets, and that I was the man for the job. I recognized that before I could sell anyone else, I needed to “sell” myself and believe that I would be highly successful. Prior to this shift, I remember looking for high-performing leaders in the company to essentially help me close business if I got that “closing call” opportunity with key decision makers or needed advice during the closing part of the process.Now, I want the ball in my hands. I want to take the last shot. There’s not an ounce of me that believes I will miss that shot. Once you get this swagger and confidence, I promise you that you will create an enormous amount of momentum.2) I ignored the common perceptions of “what’s possible.”I also declared my mentality to other business leaders in our company. Because of this, I was able to set records for most dollars sold and number of deals sold within a given month for my segment. I remember telling one of our new reps recently, “Don’t look at your quota for too long, it will lower your standards.” You need to absolutely forget about what anyone else has done at your company and essentially “create” a new reality. Blow your quota out of the water and never settle.
How I Doubled My Sales in One Year
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