2/29/2024-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.

You are a track star!

You’re running fast right now and don’t have time to slow down. You’re getting meetings, you’re filling your pipe…and you’re closing deals. Everything’s rockin’ so far in ’24.

BUT WAIT…just ‘cuz you’ve got momentum, don’t forget goals.

Without goals, you won’t get results. (Remember the age ol’ sales mantra: manage your performance, not your results.) Goals are what push you toward what you want.

Wouldn’t it be nice to celebrate hitting your Q2 goals in a month when the quarter ends?

With one-third of the quarter remaining, check on your Q2 skill and account goals and assess where you are.

Remember, an account goal can be something like growing a specific account by xx%, or breaking a new piece of business you’ve been chasing for a while. The more specific you are, the better.

Same with skills. Having a goal to get better at asking questions is good, but growing your competitive selling probing skills and questions is better.

Today, don’t just review your Q2 goals, work on them.

How will you drive more revenue in Q2 – or Q3, Q4 – using the same level of skills used in the last few quarters?

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.

Steph Curry is undeniably the best long-range shooter ever to play professional basketball.

But in this YT Short featuring Steph at practice, you’ll see him go ice cold.

You can take two things from Steph regarding your goal setting:
1. You’re gonna miss hitting your goals sometimes. You may go through stretches of being ice cold. That’s okay.

2. Keep practicing! In your case, keep setting goals. You’ll get better at hitting goals the more you do it.