The out-of-reach quota problem

If you’re feeling like quotas are rising exponentially each quarter, get in line. But don’t, for one second, doubt your dedication to your profession. Hang in there! All you can do is control what you can control.

Focus on managing your inputs to the best of your abilities. If your meeting volume isn’t high enough to generate the opportunity volume you need to hit quota, you know where to focus.

Don’t focus on the number being high; focus on getting meetings.

Nobody performs strongly when stressed and anxious, so first, get a handle on the truth about where you stand against your quota through the answers to these variables:

What is your…
1. Quarterly quota?
2. Average deal size?
3. Win rate?

You know how to do the math from there.

Instead of panicking, get a clear idea of how many opps you need to convert to hit your goal. And by all means, get your manager involved. S/he needs to participate in your pain, but only if you show a positive attitude and that you can develop real opportunities.

"It’s about consistency," says Simon Sinek in this YT Short. You’ve heard it before, but it’s helpful to hear it again.

Anchor your performance issues against logic that you can focus on. Do the work. Tend to the fundamentals.

You have little control over what number gets put on your head, but you can control your approach and attitude.