One of the most anxiety-inducing aspects of being in sales is setting and pursuing sales goals. This is especially true for new salespeople or anyone striving for growth. At the start of each year or quarter, your number resets to zero, and suddenly, it’s as if you’re starting from scratch. Uncertainty always lingers—sometimes we have an outstanding year, and other times, things don’t go as planned. Sales goals can motivate, intimidate, taunt, inspire, or exhaust us, as they serve as the primary measure of our value and success. Every salesperson, just like anyone else in life, inevitably faces moments where they feel stuck, falling short of both personal and external expectations. In those moments, it’s easy to let frustration tear at your spirit. The words “I can’t” or “I won’t” slam the door on possibility, often in reaction to what is simply a fleeting moment in time. And that’s a key point—what’s happening to you right now is just a moment in time, not the final outcome. The phrase “I can’t” should be reframed as “I’m stuck.”
When you say “I can’t,” it feels like game over—there’s no more effort required, no more fight left in you. Surrendering to the weight of defeat, you allow disappointment and its consequences to take control of your fate. “I’m stuck,” on the other hand, while difficult to admit, is different. It acknowledges that a pathway to your goals still exists—it just hasn’t been uncovered yet. Despite uncertainty, this phrase confesses your ongoing commitment to success. It admits that while you might not have the answer right now, there’s still time to find it. It’s a recognition that help might be needed (which is not always easy for salespeople to accept), but often, even a small nudge can bring significant progress. Admitting you’re stuck allows room for growth and change. Giving up does not. It’s in those moments of challenge where determination needs to take the wheel and drive you toward your goals, and here are some tips to help you with that.
1. Break Down Your Goals
When you feel overwhelmed, break your sales goals into smaller, manageable tasks. Focusing on one step at a time makes the process less daunting and gives you clear, actionable steps toward progress.
2. Ask for Help Early
Don’t wait until you’re deeply stuck to seek help. Reach out to colleagues, mentors, or supervisors early in the process. Even a brief conversation can open up new perspectives or ideas you hadn’t considered.
3. Reframe Setbacks as Learning Opportunities
Instead of viewing setbacks as failures, use them as learning experiences. Ask yourself, “What can I take away from this situation that will help me move forward?”
4. Focus on the Next Right Action
Rather than getting overwhelmed by the big picture, focus on what the next immediate action should be. Whether it’s making one phone call, researching a new prospect, or adjusting your pitch, take it one step at a time.
6. Revisit Your ‘Why’
Remind yourself why you set these goals in the first place. Connecting back to your purpose can reignite your motivation and provide the fuel needed to push through challenging moments.
