10/1/2024-Finish setting Q4 goals

Habitually setting goals is one of the drivers that help sellers excel, but it’s only half the formula. You must also create and apply a disciplined measurement protocol to gauge your progress.

Say HELLO to Q4, the start of the year’s most exciting – and hectic – quarter. Soon, you’ll be saying to your peers, "Happy holidays…see ya next year."

And yet, there’s much to be done before the eggnog starts pouring!

On this first day of the new quarter, don’t only focus on your Q4 rev goal, focus also on the individual account goals and skill development goals that will help you reach your Q4 rev goals.

Your Q4 rev goal might be nearly done, but your skill goals aren’t.

Manage your performance, not your results.

Set a "Q4 Goal Setting" calendar block today at 5p to review your Q3 progress and edit your Q4 goals.

Determine which Q3 goals need to carry over in Q4. (It’s okay if you didn’t hit all of your Q3 goals…you tried.)

If you didn’t grow your ACME Inc. account by 33% in Q3 as intended, how does that affect your ACME rev goal for Q4?

What about your individual skill goals? …did you develop your listening skills as much as you wanted in Q3? Measure that today, too, and add it to Q4 if needed!

This inspiring TED Talk, featuring superstar investor John Doerr, will inspire you to set the right goals.

In his address, John honors former Intel CEO Andy Grove, who created the popular goal-setting measurement protocol OKRs (Objectives and Key Results).

Whether you use the OKR protocol or SMART (Specific, Measurable, Achievable, Relevant, Time-bound), the point is to use something.

Set goals. Then, measure them.