3/29/2024-Congrats on Q1

Hitting your goal in any quarter feels great, but too bad it doesn’t last longer. Whether you hit your number – or not – you must work on your plan to keep the growth going.

YES…Cassey’s right.

You’ve heard the same thing here on MSD, only with different words…

"Manage your performance, not your results!"

Mostly, your manager’s attention on your Q1 production is through a binary lens: did you or did you not hit your number?

And while hitting your number is super important, it’s not entirely why you get up early every morning. Doing your best and learning how to grow is key, no matter where you are in your career.

If you look in the mirror today and admit you didn’t do your best, don’t shrug it off and move merrily down the path towards Qs 2 and 3.

Stop and figure out why your Q1 effort wasn’t 100%.

You don’t want bad mojo, bad luck, or bad breaks to become a crutch…or a habit.

Confer with a peer or your manager if it’ll help you analyze what you could have done differently. Then, get a plan together to fix it.

If you did your best in Q1 and the numbers showed it, congrats…and may your bank account swell accordingly!

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?*

This 1-minute YT clip summarizes what happens when you stare in a mirror. It documents some dude who attempted to do it for 10 hours straight. (Apparently, staring in a mirror for too long can mess ya up.)

But for sellers like you who are always trying to learn and grow, stick with the mirror staring metaphor.

The truth always reveals usable insights. Quiet introspection will help you next quarter.