"You don't get what you wish for. You get what you work for." – Gary Vaynerchuk
The $100K Question No One Asks Right
Whenever I ask a salesperson how much they want to make, the most common answer is: "$100,000."
I get it. It sounds like a solid, life-changing number. But here’s the problem: most people throwing out that number have zero strategy to back it up. It’s like saying you want to win a marathon without running a mile. Instead of just saying, "I want to make $100K," ask yourself:
- What’s possible in this industry?
- What do top performers actually do?
- What actions, habits, and mindset shifts get people there?
- Am I willing to execute like my income depends on it? (Because it does.)
Let’s break it down. Do you want $100K? Cool. Here’s how to get there.
1. The
ONLY Way to $100K: Hard Work (Like Real Hard Work)
I hate to be the one to tell you this, but there’s only one way to hit six figures in sales: Work. Your. Face. Off.
People love to hear about "hacks" and "shortcuts," but the truth is, top earners aren’t watching Netflix while their competition is making calls. Success is the result of relentless effort, day in and day out.
Think about a Formula 1 pit crew. The difference between winning and losing isn't just about having the fastest car; it’s about
flawless execution, precision timing, and relentless practice. A pit stop takes under two seconds, with every team member performing their task perfectly. Sales is no different. If you’re slow to follow up, hesitant to ask for the close, or not adapting to your buyer’s needs, you’re getting lapped by the competition.
Stat Check:
- The top 10% of sales reps work at least 50 hours weekly. (Harvard Business Review)
- Sales reps who make 60+ daily calls earn 25-50% more than those who don’t. (InsideSales)
- 92% of all salespeople give up after four follow-ups, but 80% of deals close after the fifth to twelfth contact. (Marketing Donut)
The takeaway? Put in the damn work.
2. Gain Experience...Fast (By Learning From the Best)
No one starts as an expert. Experience is earned through action. What is the fastest way to accelerate your success? Steal knowledge from the pros.
Action Plan:
- Find the top earners in your company and ask them:
- "What’s the biggest lesson you learned about making money in this role?"
- "What’s a mistake you wish you avoided earlier?"
- "What’s the best sales book you ever read?"
- Write down their answers. Look for patterns. Success leaves clues. Use them.
- Read daily. Your brain is a muscle. The best sales reps read 10+ books a year.
True Sports Story:
Kobe Bryant was one of the hardest-working athletes in history. He would wake up at 4 AM to train, putting in four workouts a day while his competitors were still sleeping. In 2008, during Team USA’s Olympic training camp, Kobe went to the gym at 4:30 AM and stayed for hours before the team’s official practice started. His coach later found out he had already completed a full workout and 800 made shots before sunrise. That’s why Kobe dominated—his work ethic made him unstoppable.
The lesson? Work harder than everyone else, and you’ll separate yourself from the pack.
3. Master the Art of Getting Attention (Because No One Buys From a Ghost)
You can be the best salesperson in the world, but you're dead in the water if no one is picking up the phone or reading your emails. Here’s how to get noticed and get responses.
Three Killer Tactics:
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Pattern Interrupts: Most outreach is robotic. Don’t be boring. Instead of sending a generic "Hey, I wanted to follow up" email, try this subject line: "Hey [First Name], I made something just for you," and attach a 20-second personalized video. (Vidyard reports video emails to boost response rates by 300%!)
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The "$1M Question" Opener: Instead of a dull pitch, ask: "If I could help you increase revenue by $1M this year, would you give me 10 minutes?" People care about value, not products.
🔹
Social Proof Wins: No one trusts a cold pitch, but they trust
testimonials and results. Do you know what is even better? A videomonial. Use this framework: "We helped [Company X] increase revenue by [Result]. I’d love to see if we can do the same for you."
4. When You Want to Quit, Do This Instead
Sales is brutal. You will have days where you get
100 rejections in a row. Here’s how to keep pushing when your motivation tanks:
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Write Down Your Goals DAILY. Seeing "$100K by Dec 31st" daily keeps your mind focused.
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Use the "Micro-Win" Trick. Instead of worrying about $100K, focus on one closed deal at a time.
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Track Your Progress. If you aren’t measuring
your calls, emails, and conversions, you’re guessing.
The Bottom Line: You Either Want It, or You Don’t
There’s no "secret formula." You either:
- Put in the work.
- Learn from the best.
- Get attention the right way.
- Push through the grind.
Or, you don’t, and you stay stuck at mediocre earnings forever.
Ask yourself this: Are you willing to outwork, outlearn, and outlast everyone else? Because the people hitting six figures aren't just dreaming about it; they’re executing every single day.
