Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue

Chapter 3

Set the Goal

I was a chubby kid at 15, which made my teenage years depressing. Because I was chubby, I was picked on in school by all the other kids (and those were my friends). I was always the last kid selected to a team for dodgeball and the first to then get violently nailed by the ball. After living like this for a while, I developed an inner drive for something better. I wanted to be bigger and stronger than the other kids. I wanted to do something great. But to do this, I knew I needed a goal and a plan.

I found my inspiration in muscle magazines. Charles Atlas, a famous bodybuilder in the early 1900s who advertised in these magazines, got to me. Weighing about 150 pounds at the time, I figured if I could bench press twice my ...