Show Notes
What does it take to go from 38% quota attainment to closing $14 million in a single year, landing one of only 20 elite sales roles in all of SAP, and doing it all as the youngest person on her team (and the only Latina woman in the room)?
For Carolina Chavez, it started with facing herself. Carolina is now an Account Executive in SAP's Strategic Customer Program, where she manages one of SAP's global strategic accounts. She spent two years in Untap Your Sales Potential and during that time tripled her sales production, closed $14 million on a $5 million annual quota, and earned a promotion that only 20 people in the entire company hold. She is also a certified hypnotherapist with over 250 hours of training, a co-founder of the Latinas in Tech Denver chapter, and one of the most self-aware sellers I’ve ever coached. But the version of Carolina who walked into our first coaching call was a completely different person. She had hit only 38% of quota in her first year at SAP. She was the youngest on her team, one of the only women, and had zero enterprise sales experience. She was operating from a place of fear and proving herself to others.
She questioned herself constantly and wondered “why would anyone listen to me?” She was in hustle mode, pouring from an empty cup, and had no idea that the real problem was not her skills. It was what she believed about herself.
And underneath all of that was something even deeper. In 2020, she had been through a traumatic personal event that shook her sense of confidence and safety to its foundation. She eventually had to get a restraining order. She tried traditional talk therapy and it didn’t work. Then she tried hypnotherapy for the first time and was shocked by how much it helped. That experience started a years-long personal healing journey that would eventually transform the way she showed up in every room she walked into.
Here is what we covered on my latest podcast episode: How to go from a new Enterprise Seller with zero experience to closing $14 million on a $5 million quota and earning one of only 20 strategic customer roles at SAP by age 30 Going from hustle mode and proving worthiness to showing up calm and authentic The deep multi-threading playbook she used to break through IT and build C-suite relationships at a 20-year customer who had never once responded to outreach How she went back to a prospect's college years on LinkedIn to find a warm path to a chief accounting officer and what happened when she finally got the meeting Her morning routine: hypnotherapy, movement, visualization, and why she calls it non-negotiable Why investing $18,000 in coaching transformed her sales and life How she was able to rise above a traumatic experience through hypnotherapy, and her powerful advice for anybody who remains stuck because of their trauma What she would tell anyone sitting at 38% quota right now who feels like the role is beyond them
Carolina's story is proof that the inner work is not separate from the results. When you do the work on yourself, your results skyrocket.
Learn more at https://www.untapyoursalespotential.com/podcast
More from Untap Your Sales Potential
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The night after Ian Mai closed the biggest deal in his company's history, he couldn't sleep.
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