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Every January I take a big GULP! I have since I first started selling. All I can think about is that no matter how well (or badly) I did, I have to start all over again.

Right now, a lyric from an old John Denver tune keeps replaying in my head. I’ve been haunted by it since my days at Xerox: “I can’t be contented with yesterday’s glory…”

Last year is gone. Finito. Passed into oblivion. That’s why I gulp. I wonder if I’m capable of succeeding – again.

Many people are surprised I feel that way. But the truth is, I’m not alone. Many of you are gulping right now, wondering if you’ll be able to reach your new (higher) quota. Or if you set your own goals, that can be even more daunting.

We, who live in a culture of bravado, look with envy at our overtly-confident colleagues. We wish we could be like them. 

But according to research, our fretting and angsting is a good thing. It causes us to spend more time analyzing our situation, creating new options, developing expertise and mastering skills.

Dr. Tomas Chamorro-Premuzic, author of Confidence, offers this advice: “Your goal should actually be to maintain low confidence” and that we should “never be satisfied with our results.”  If we are, we’ll start falling behind – and won’t even know it.

Here's what I'm wrestling with right now:

  • I’m wondering what I need to do to stay up-to-date in today’s ever-evolving sales environment.
  • I’m worrying about how I can better manage my time to achieve all my goals – and still have a life.
  • I’m concerned that emerging marketing strategies will cut into my revenue streams – and looking for how I can best respond.

So there you have it. I lack confidence. But because I’m wrestling with these issues, I’m hoping I can get ahead of the game.

Here's My Plan for 2016

I’m not going to spend even one second of time fretting about my angst. Instead, I’ll celebrate my doubts and leverage them to get the results I’m hoping for this year.

I’ll look forward to where I’m going – making sure that I focus the only things I can control. My competence and hard work.

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