Throughout my sales career I have always believed that when a company sets your target, you must not be chained down by the belief that this is something you have to push to achieve.
Let me give you an example.
I ran a sales team in a call centre. On this occasion, my team was mostly full of students because the hours were 5pm until 9pm, and the targets were four sales per person per night. Each member of my team at the time was struggling to hit their four sales per night.
I had a new start beginning one week later, so I decided to run an experiment by pretending that each individual’s target was seven sales per night instead of the four. We put seven each up on the board. I added sales to the board that were not real and told the new start not to worry; we would get him to his seven sales within due course. In just over one week, he had hit seven sales because he did not know any different.
Now, here is the interesting part of the experiment. Soon after he hit the seven sales, my whole team was hitting six or seven sales each per night. I wanted them to realise that when there are no limitations on the mind, you can achieve so much more.
So, do not let your company tie you down to what you are able to achieve. Your company will set goals. However, to be great you must go beyond them and set your own goals. Too many salespeople I know accept being tied down to the goals the company sets as a standard.
Becoming great takes a special kind of person to think differently, to set their own standards, and go beyond what was once thought possible.
With that in mind, here is a great quote from British artist Stuart Johnson. He says:
"Our business in life is not to get ahead of others, but to get ahead of ourselves ----- to break our own records, to outstrip our yesterday by our today.”
Isn’t that so true?
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