Prosperity in Sales: How to Give Yourself a Raise


By: Ryan Ziemba, Sales Coach

Early in my career, I was sitting in my office looking at my sales goals for the following year and felt deflated.  How am I going to muster the energy- and frankly the sales- to achieve these numbers?  That’s when, for the first time in my life, my professional and personal goals collided.  And it’s a moment I’ll never forget.  I was newly married and my wife very openly told me she wanted the American dream of a house in suburbia with a fence, a dog and two kids.  I didn’t want to let her down.  I decided right then and there to make that my goal.  First things first…. the house.

Sometimes, we, as salespeople, ask ourselves why?  Why put myself through the torture of rejection day after day.  Why do I have to keep making prospecting/cold calls? The answer is GOALS.

Most people get into sales for one reason…Money.  It’s what makes the world go round, right?  Well I contest that it’s more than that.  What are you going to do with the money you earn?  Ask yourself this: Are you going to save it or spend it?  If the answer if save it, then for what?  If the answer if spend it, on what?  The main reason I was so successful in sales was because I constantly had my personal goals in line with my professional ones.

So what kind of goals am I talking about.  A mix of large, medium and short terms goals are needed for that daily focus.  That spark that will kick you into overdrive when you need it the most.  Usually, the large term goals feed the medium and on down the hill.  Without these goals you will say to yourself, “well I missed my sales goal……but I promise I’ll hit it next month.”

It’s not enough to simply have those goals in mind.  You HAVE to place a realistic time limit as to when you want to hit it, buy it, get it.  Once you have establish what those time limits are, make them public.  Share them with colleagues, family and friends.  They will politely hold you accountable through questioning.

So at the end of the day, what drives prosperity in sales?  You.