How do you respond inside your head? Are you actually doing great? Are you consistently surpassing your targets and doing everything right? If so, then either your targets are too low, or you should be running the sales team because you are achieving results that nobody else is.

The real question is not, “How am I doing?”, it is, “How do I know if I’m doing well or not?” “Are you always or only sometimes hitting your targets? If always, then why haven’t you been promoted? If sometimes, then why were you able to last week, but this week is slow?

Everybody else is saying that it’s the end of the quarter or historically, this month is slow… Maybe that’s why.

The truth is, any time you place blame on external factors, you are losing out on a great learning opportunity. Fundamentally, it always comes back to what you are/are not doing.

Primarily, the most important factor in answering that key question is to know your metrics. I’ve coached hundreds of sales reps and by far, the biggest differentiator between the winners and the average is that the winners can always give you a specific reason why they fell short of their goal. Not only that, but you can rest assured that it is almost always their own fault and they know it.

How do you do this? It starts with measuring activities and results. Sure, some weeks more prospects will respond than others, but over time, you develop averages and you know that if you put in X amount of effort, you will get Y results.

Once you can have confidence in knowing this, the quality of your weeks will no longer be determined by what the karmic sales gods decide to bestow upon you, but rather a direct result of the energy you are putting in and where you are directing it.