1/28/2025-Q2 non-revenue goal setting

Measuring revenue goals is simple: you either hit the number or you don’t. It’s trickier when grading your skill growth…but it can be done nonetheless.

Your Q2 quota is set, but are your non-revenue Q2 goals?

Each quarter, you need to set goals that focus on…

People: i.e. meetings with the right KDMs.

Accounts: which ones are you gonna focus on for Q2?

Skills: what muscle group needs your attention next quarter?

Regular MSD readers know that goal setting is a regular and important topic here…and for good reason. Goals drive strategic actions, and targeted actions lead to positive results.

Two months out from Q2 is the right time to set your non-revenue goals starting April. So today…write ’em down.

Write down the names of those KDMs you must get a meeting with starting in April. You have two to four months to get Q2 meetings, but get on it today before your competitor steals the meeting!

What about your Q2 account goals? Which accounts do you need to grow by, say… 50%? How you’re gonna do it? Write the goal down.

What about skills? Is it time to sharpen your value prop dexterity? Or your objection-handling skills? Write down specifics today and you’ll feel directed and motivated!

How will you drive more revenue in Q2 using the same level of skills?

Let’s say you want to "grow ACME Inc by 50% YOY in Q2" and you know it will take a stronger ability to overcome objections that key ACME buyers throw at you. Add the following goal to your list for Q2: "Improve my ability to handle ACME Inc. objections."

Measuring revenue goals is simple: you either hit the number or you don’t. It’s trickier when grading your skill growth.

Achievement measurement criteria for a skill dev goal like the above might look like this:
1. Create a list of anticipated objections ACME will have for my proposal.
2. Role-play the conversation dealing with the objection with teammates.
3. Observe and gauge the reaction from ACME client by their willingness to collaborate regarding the objection/challenge.
4. Use specific qualifying questions with ACME KDMs to understand how proposed solutions moved them past their objections.

Do the work above, and you’ll be on your way toward learning how your efforts correlate with results and skill growth.

Emmanual Acho thinks "goals are dumb." (Whaaaat??)

Well, he must be right because he played in the NFL!

In this YT short, Acho makes an interesting case and some good points, but ultimately, sellers need to stick to goal-setting. (Maybe Acho doesn’t realize that goal management is an organic process.)

Sellers need to set goals…they drive us!