1 - Chunk Your Quota Goals - The mistake I see over and over again is their goals are too big and hard to achieve. Here is a powerful technique to meet and exceed quota.

• First write your goals down but instead of writing down "Exceed Quota" break it down into smaller parts. 

• Take your annual quota dollar amount and break it down to a monthly amount  then to a weekly amount.

• Then break down how many sales you will need to make quota and break it down the same way

• Finally, What are the top 3 things you need to do today. What is needed to hit the weekly quota number?   

Reviewing your daily tasks to get the sale is much easier to do than focusing on the annual number. If you fall behind "no worries" just review your tasks to see what needs changing.

2 - Know What Making Quota Means - If you do not know and write down" What making quota means to you personally" then when it gets tough many sales professionals give up.

• Write down your personal goals and select the top 3 for the year

• Then write down "How meeting quota will help you achieve this specific goal"

• Here is an example " Become debt free or pay off a credit card this year" When I achieve quota each month my debt will be reduced by (List dollar amount) and by (List Month) I will achieve my goal.

Once you link quota to a personal goal this will motivate you to new levels of achievement.

3 - Use A Project Management Process - Selling is not an "Art" but many sales professionals who do not make quota like to tell me it is. Each sale is a project.

Read a book on project management and learn to develop a "Work Breakdown Structure." (WBS) You do not need to do everything a certified project manager has to do but, you will quickly learn there are many aspects you can do.