Thinking of growth only as a quantity will hurt your ability to achieve your goals.
“If you focus on goals you may hit your goals, but it doesn’t guarantee growth. If you focus on growth, you will grow and you will meet your goals.”
I love that quote from John Maxwell (the famous American business author.)
For the metrics-obsessed in sales, take note of how Maxwell uses growth in this context.
It’s qualitative. Not quantitative.
If you think growth is solely a numeric goal to be attained then you’ve just put a lid on your growth.
This is why quota is such a poor measure of potential.
Goodhart’s Law states that when a measure becomes a target, it loses all value as a measure.
The reason for this is that people optimize their processes to achieve their target. Which is inherently self-limiting.
So, the most pressing question for you is not how much do you want to sell this year.
Instead, it’s how much do you want to grow this year?
By how much do you want to expand your capabilities? What do you want to learn in order to become the very best version of you?
Brian Tracy (via Earl Nightingale) says:
“…if you read one book per week, 50 books per year, that will make you one of the best educated, smartest, most capable and highest paid people in your field. Regular reading will transform your life completely.”
You notice how he didn’t say if you make one more call per day or send one more email that you’ll become tops in your field.
Growth is not about doing more of what you already do.
It’s all about what you are learning that will transform the quality of your work.
Want to amp up your productivity?
Then make it your priority to learn more. Read more. Think more.
You’ll feel yourself grow.