Planning Now for Your Best Sales Year

This message may make you cringe with the anxiety of thinking so far ahead, but now is the time to plan for your best-ever QBR meeting results in Q2 2023.

Improvement isn't flipping a switch. It's planning and execution.

For example, if you want to compete in an ironman triathlon, you don't go to a long session at the gym just before the event. Instead, you build a plan to improve your fitness to a superior level and TRACK progress on the benchmarks to complete that challenge.

You can only make core changes with new sales cycles, so starting now is the only way to improve performance for Q2.

Here's your plan:

1. Data Debriefing: Did you fall short on pipeline development (behaviors) or struggle with closing (technique)? Which lever/s need pulling to correct?
2. If it's behavior (activity), then define the right behaviors and quantities, assign and TRACK. They will vary by person and role.
3. If it's qualifying and closing (technique), then define what elements are lacking and focus on those improvement areas via content and working sessions to practice and refine. Pain step/qualifying? Decision step? Proposal?
4. People: Using performance, DISC profiles, and tenure in the role, validate if you have the right person to execute both BEHAVIOR AND TECHNIQUE. If not, take action.
5. BELIEFS: Head trash can always spoil the best of intentions. Thus, ensure the staff executing have the proper SUPPORTIVE BELIEFS required to achieve both technique and behavior. Journaling and sharing goals with management is required.
6. Starting now will give you time to refine and tweak these deficiencies, but you must TRACK and stay focused on the gaps. STICK to the plan.
7. Bring any needs or questions about this to your 1-1 coaching session.