“If you’re gonna eat shit, don’t nibble.” – ripped from the pages of Entrepreneur / VC Ben Horowitz’s book The Hard Thing About Hard Things.
In context, Horowitz was discussing a strategy for revising earnings forecasts. Out of context, I thought of George Costanza and laughed (I’m simple).
After a good laugh, I thought about my first 9 months in sales, and how AWFUL I was at my job.
I certainly wasn’t nibbling. I was eating a whole lotta shit. But that’s what pushed me. Had I been even mediocre, I certainly would not have learned what I did about what it takes to truly crush it in a new role.
Turns out, complete and utter failure is not uncommon amongst all stars:
Back to me. Following that 5% I mentioned above, here’s what my next four quarters looked like: 101%, 129%, 170%, 193%.
When I made my next jump to a new role…380% of quota.
Had I not done so much “eating”, I know that those numbers would have never come.
So…what did I learn? I learned that there’s no reason to fear failure in a new role, and no reason to hang your head even if you do.
I also learned these three keys:
On the last point…a huge thank you to my mentors. You know who you are.
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