Two sellers walk into a bar…

Say you’re sipping a beverage at a bar with a BFF seller, and s/he crows, "I’m crushing it this quarter."

"Wow, that’s great," you respond, "how are you doing it?"

If you hear your friend say things like "sticking to a plan," "planting and farming seeds," and/or "goal setting and measurement," then odds are high you’re sitting next to someone who always crushes their quarter.

If, however, your buddy ducks your question while summoning the bartender, you may conclude that s/he got lucky this time.

Halfway into Q4, you have a firm idea of your revenue progress, but what about your skill goal achievement?

Review your skill goal plan today!

1. How is your prospecting skill this quarter? …are you putting in the time needed to build your calendar?

2. How is your qualifying skill going? …are you pushing your prospects to provide context and details?

3. What about your objection-handling….ahh, the king of ’em all. How’s that going? Are you surfacing objections in every interaction?

First comes skill application, THEN comes the revenue!

Rev goals get all the attention in The Sales Life, but skill goals are more important. Your skill development is your insurance policy on a long, enduring career.

If your manager isn’t setting skill goals for you each quarter, you’ve got to do it.

And if you need a reboot on your goal mojo, watch these Olympic athletes for one minute as they discuss how they approach goals. (They might know a thing or two.)