Oh no…pipeline analysis…? TODAY?

For most MSD subscribers, today is Friday of a holiday week, and unless you’re scrambling to hit your BHAG – which would be fantastic – you’re taking it kinda slow.

Sure…the last thing you want to do with a Turkey hangover is strategic planning.

But wait, before you agree, consider the opportunity you have to do something today that will distinguish you from your competition in 2026.

A concentrated look at your sales data today can help you learn how to start ’26 strong. (You’ve got to attend to this stuff sometime…it may as well be right now when your in-box is quiet.)

Today, focus on quota-hitting planning:

1. Gross pipeline: How much was in your pipe for Q1 ’25 at this time last year? Figure out what your gross pipe needs to be to reach your Q1 ’26 rev quota.

2. Customer meetings/interactions: Count how many you had last December and Q1 ’25 and compare them to what you have on the books for this December and Q1.

3. Calculate how many customer interactions you’ll need in the coming months to build a pipe big enough to hit your Q1 goal.

Your strategic planning isn’t life or death like it was for Matt Damon as The Martian.

Spend four minutes with astronaut Mark Watney as he uses numbers to plan against personal starvation while stranded on Mars.