1/30/2024-Q2 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.

It’s almost the end of Month One, and you got through it! (Yay!) Celebrate by working on your Q2 goals! (Yay??)

Nooooo, not your Q2 quota…this is about your account and skill goals.

Regular MSD readers know goals are a regular topic…and for good reason. Goals drive strategic actions, and targeted actions lead to positive results.

Success in Q2 – and every quarter – means you must build a goal system that focuses on specific account and skill objectives. Otherwise, you’ll just be blindly shooting at your quarterly number.

Two months out is the right time to start writing down your account and skill goals for April through June.

Which specific accounts deserve your focused attention? Are you trying to grow a specific account exponentially by growing revenue streams from different brands or divisions? Write down your goals and plan. Be specific.

What about skills? Is it time to sharpen your value prop dexterity? Q2 is a good time to focus on that vitally important skill. Write down how you will improve using your company’s VP.

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.

"Goals are dumb." (What??)

That’s what Emmanual Acho thinks…and he must be right because he played in the NFL.

Do you agree with this articulate player-turned-commentator in this YT short? (Go ahead and agree if you want, but NOT if you’re trying to avoid goal work.)

Don’t worry if you don’t agree with Acho – he’s not gonna tackle you.

Remember…goals are organic. They’re meant to be adjusted and tinkered with. And use your 90-day timeframe during Q2 to motivate your sprint.