There is nothing like the feeling of hitting your quota! Even though the moment is fleeting, you’re a hero and everyone in the org knows it.

Conversely, it is worse when you don’t hit your number because….well, because that’s how it goes. Falling short feels worse than the joy felt on the other side of the scale.

There are two big questions at this time each quarter, and both apply whether you crushed your Q1 or fell short:

1. What must you do to keep the momentum going strong?

2. What do you need to change?

While numerous variables explain sales results, focus your performance appraisal on the top categories: physical health and "mental stamina are two of the biggies. If either of those were off this past quarter, you obviously were not playing at full strength. (However, be mindful that excuses aren’t allowed in mirror staring exercises.)

What’s your plan to change and improve?*