From zero to the top: how did Mihkel grow his income tenfold?

Let’s start at the very beginning. What drew you to sales? How did you find your way into it? What has been your biggest motivator?

When I finished my military service, I didn’t really know what to do with my life. All I knew was that in the future I wanted to be financially free and the master of my own time.

I didn’t put much weight on university, but I had to start somewhere.

I put together a CV, hoping to become a letting agent. Thank God that didn’t happen! Instead, a completely different company got in touch, and without much ceremony they booked me in for an interview straight away. At first it seemed suspicious, but I thought I’d give it a chance. At the interview it turned out to be a sales job presenting cleaning equipment in people’s homes, mainly vacuum cleaners. It seemed like one of the most unpleasant things anyone could do.

After the interview I thought it wasn’t for me, because all my life I’d been hearing things like “you’re so quiet”, “you’re so modest”, “don’t be so shy”. Traits I had never associated myself with.

The next day I realised that if I wanted to break out of the box other people had put me in, this was exactly what I had to do. I didn’t care at all, even if I earned nothing. I just didn’t want to live the life I’d been living any more.

And yes, the job really was uncomfortable. Every night I dreamt about giving sales presentations in tense situations. Every morning I came up with reasons why I couldn’t go to the client and hoped the presentations would be cancelled. But every time I still rang the doorbell and introduced myself on the doorstep in a shaky voice.

I didn’t stay at that company for long, but it was a great foundation for what came next. Quite soon after that I joined the Upsell team, because I’d noticed their energetic, glowing people in the shopping centres.

How did your journey at Upsell go? When did you first feel successful?

Upsell became the place where my real growth began, thanks to senior colleagues, coaching and sales training. At first everything felt unfamiliar, but only in a good way. I’d simply never been in an environment where everyone works with purpose towards the goals they’ve set themselves. Within the first couple of days I realised this was a place where I could develop myself and, through that, earn properly too. This was where I could make my dreams come true.

The journey wasn’t easy, though, because I had plenty of limiting beliefs to root out. Since I’d been told all my life that I was quiet and modest, deep down I always felt that the others were better anyway. I thought my “natural traits” wouldn’t let me get past a certain point.

After my first bigger pay, it hit me how pointlessly I’d been shooting myself in the foot all my life by listening to other people’s comments. I started focusing on my strengths and realised I wasn’t one bit worse. If others had been able to earn big money, then so could I… if not even more!

The real feelings of success, and sums I’d never even imagined, started coming after my first year. By then I was fully committed and my mindset had been properly sharpened.

What does your daily routine look like? What do you focus on most? Do you get yourself in the zone before the workday starts?

During my first year in active sales I believed that workdays and training didn’t go together. I couldn’t have been more wrong. After reading David Goggins’ book “Can’t Hurt Me”, I quickly came to the conclusion that physical training is a total lifehack.

Over the past year my routine has been: wake up early, cold shower and a workout. If it’s not a gym day, I go for a short run. Physical effort in the morning helps the body and mind wake up. During the workout I usually tune myself in for work and visualise the results I’m going to chase.

How much do you invest in your mental and physical health?

I believe all wellbeing and effectiveness starts with how you eat and how you take care of your body. I train 4 times a week and try to eat as clean as possible.

When the physical side is in order and your goals are set, there’s nothing left to do but bring home the best results. And that in turn feeds your mental wellbeing!

What are your hobbies?

I wouldn’t have called going to the gym a hobby before, but it is one of mine. Apart from that, I’ve done judo all my life. It’s something really close to my heart, and I’m now trying to bring it back into my weekly schedule. Let’s see how much extra that adds to my results!

While working at Upsell, you’ve also made one of your dreams come true: you lived and travelled in the USA for a month. What was life in the USA like? Why did you choose to go there?

I’ve dreamt of travelling in the USA since I was young. I always wanted to do it as young as possible, but I had no idea how. And of course it isn’t cheap.

Even though I was completely focused on work, I felt it was high time to make my younger self proud. Once I’d been working really hard and had saved up a fair amount of money, I thought, why not make one of my dreams come true? It was absolutely worth it!

The nature there was unbelievably beautiful and the people were open.

The USA is a fun and crazy country, but the trip gave me even more proof that Estonia really is the best place to live.

What are the next goals and dreams you’re working towards? How do you plan to achieve them?

It’s hard to name one specific dream right now. The goal is to achieve financial success and freedom as quickly as possible, and of course to grow as a person along the way. My dream is to keep developing into a better version of myself, so that one day I can look back with pride and pat myself on the back: “I made it!”

Who inspires you most, and why?

Mindset: David Goggins, Alex Hormozi

In sales: Jeremy Miner, a great teacher of new-school selling. Anton Izjumov, our CEO. His consistency is impressive. Many people in his position would have settled for less long ago, but he keeps pushing forward tirelessly so that the company grows and develops. He brings in innovation and new approaches that I would never have thought of myself!

How has sales changed your life? Have you made good new friends here too?

I can’t find the words to describe how it has changed my life. Every standard I can think of has gone up by several hundred per cent. Financial, physical, mental. Everything!

The biggest change has been in my beliefs. After working on performance-based pay for a long time, I can no longer find a single excuse for leaving something undone.

It has taught me to take full responsibility for everything. But what has grown the most is my communication skills, which is really what sales is all about. That skill stays with you throughout your life and gives you a real head start over others.

What would you recommend to those who are only just thinking about sales?

If you’re scared, that means it’s exactly what you need to do.

The quote that has spoken to you most over the years:

The best time to start was yesterday, the second best time is today.

Be scared, but do it anyway.