The main thing that holds salespeople back from hitting their quota is that they are not the person that is capable of hitting their quota. Let me say that again, to hit your sales quota you need to become the person who is capable of hitting your quota. If your personality and skill set only has X value in the marketplace and your quota is Y. Then you’re going to hit X. Now, this isn’t some woo woo or hippie nonsense. This isn’t some magical, fluffy, transformation that you need to meditate over. What I’m saying is, that you need to become the person who is capable of building and implementing a systematic, step-by-step sales process and there are also a series of additional sales skills and personality traits that you need to develop if you want to generate the maximum revenue that your market has to offer. Once you have become the person who can build a sales process and you have implemented these personality traits, sales success and hitting quota becomes your default. It will happen like clockwork, every single time. Once you get this nailed – • Hitting quota isn’t something that you aspire to do. • Hitting quota isn’t something that you need to visualise and aim towards. Instead, you will be the person who does the activities, each and every day, that by default, gets you above and beyond quota every single time. This is a different way of thinking about sales training. And having trained over 2000 sellers within salesman.com Academy I know that giving people quick tricks, shortcuts or hacks does not really move the needle in sales performance. The only thing that consistently delivers high levels of sales results is to fundamentally change the person that is doing the selling and again, help them to become the person hits quota every time.