How to Exceed Your Sales Quotas

The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations.  The company’s vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant.

In 1983, the vision for my life was compacted into a short list, penned on the back of a photo of my future wife, and placed in a glass stand where I could see her and the list. Every item on that list has been accomplished or surpassed.

Sally Hart, my wife. Photo on my desk since before we were married.

  1. Have a family
  2. Work out every day
  3. Save $1,000 per month minimum
  4. Generate $40,000 per month in gross profit
  5. Open my own company
  6. Buy a farm
  7. Build a home
  8. Work with children

Sally and I married in 1984. She had a five-year-old son from a previous marriage who became my son and has my name.  We were blessed with two daughters born in 1985 and 1986.

Until Sally’s pregnancy with our third child, I belonged to a gym and worked out six days a week. Then I gained weight and became fat and happy; not the worst thing. Everyone said I had a rough pregnancy. So I built a workout room in our newly renovated home, got heavily into mountain biking, and worked out regularly until my first illness. That’s a story for another day.

I saved more than four times $1,000 a month and we moved into our first home in January 1985.

After reaching $40,000 per month in gross profit in my second year, I doubled that mark until I left the company.

In 1989, after looking at property for over a year, we bought a farm in Albemarle County VA, just west of Charlottesville.

In 1991, we moved into the old farmhouse and I opened my own company. Our offices were 100 Yards away in a rustic but charming white, clapboard sided feed store circa 1910. It has a green, standing seam tin roof with red shutters and a porch.  The company operated at a profit from the first year and became a cash cow.

Our Farm in Western Albemarle Count VAIn 1996, after more illness, we built a home with a 2 ½-story carriage house for our offices.

I coached baseball at every level from T-ball through high school for fifteen years and was president of the 16 to 18 year old league for five years. All three kids played baseball. The games were a family outing and we had a ton of fun flipping burgers and running the concessions stand. Whatever the kids were involved in, we were involved in.

Our home was the place the kids came to hang out. Twenty or more sleeping bags in our great room were common. Sally would make three-foot tall stacks of pancakes or French toast and our country kitchen would fill with hungry, giggling kids enjoying breakfast on the floor.

Sally danced for the Joffrey Ballet for five years during the 70s. In addition to being an incredible mother, she is a phenomenal teacher.  While the kids were growing up, she operated a part-time ballet school. In 2005, I opened a dance school for her in our modernized Mayberry named Crozet.
Albemarle Ballet performing Bolero in Crozet Parking Lot
Over 100 kids come through her school every week.  Sally teaches children with special needs and is God’s gift to children. Last year we awarded over $10,000 in need-based scholarships and nearly $40,000 since opening.

My duties encompass everything outside of the studio; I’m a walking hat rack. Yes, it was a huge career change, but my reward is having the kids here where I know they are having fun in a safe and loving environment. My favorite time is Saturday mornings when the preschoolers are here squealing in the studio.

List accomplished. I mentioned illness. Bad things happen like near death, bad enough to make you want to quit. Faith and goals kept and keep me going. Now there’s a new list that includes SalesDuJour, but the old one remains on my desk. It’s a beautiful photo with my list that reminds why I work and never quit.

So forget about the quotas. Why are you in sales? What are your life goals? What do you want your life to look like? Who do want included, do you want to have a family? Where do you want to live? How do you want to spend your time? What do you want to accomplish with your life?

Make a list and place it prominently. That’s your quota. Now do it and never quit