Thursday, 29 February
Today's Topic
Q2 Goal Setting

Skill + Do

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.

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.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

Read More

June 18

Q2 account reviews that make your mgr smile.

Read More

June 17

Whadya mean, you're not killing it right now?

Read More

"I think goals should never be easy, they should force you to work, even if they are uncomfortable at the time." Michael Phelps

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