Updated: Feb 6, 2021
When I first began my 3D printer sales career, my quota seemed grossly unrealistic. At first, I was convinced it was an unattainable target for a rookie, such as myself. As a result, I allowed negative thoughts to live rent-free in my mind, which produced a self-defeating attitude. This mindset only worsened when I faced rejection from prospects. It didn’t take me long to learn that to conquer my quota, I had to first make the decision that it was an achievable goal. Second, I had to believe that I was more than capable of getting the job done, regardless of any mitigating circumstances. Hoping I would “hit the mark” was simply not enough. After all, as an old saying goes, hope is not a strategy. I finally determined if I was going to advance my career and run with the top performers, I had to modify my thinking. I began with the simple belief that the number presented to me was fair, reasonable, and most certainly possible. I chose a perspective that was informed by the fact that others before me had found a way to achieve great success, therefore, so would I.
Selling additive manufacturing equipment provided me with countless opportunities to overcome obstacles, push through adversity, and improve myself along the way. Looking back, I can see that I was able to grow in my role as an individual contributor, a teammate, and a manager, by taking ownership of the hard stuff. If your objectives are aggressive, and your compensation is fair, my advice is to own and accept your quota and to do everything you can to achieve it. This attitude will make you more valuable to your employer and establish the foundation needed to advance your professional sales career. Align yourself with your company’s goals and the targets they have placed before you and remember, nothing grows in the comfort zone!
Note: For more information on "How to Achieve Your Sales Goals" read:
Module 2, Lesson 3, Page 71, of Phase Selling for Additive Manufacturing.
“Once your mindset changes, everything on the outside will change along with it.”
— Steve Maraboli
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