4/15/2024-Are you already crushing your Q2 quota…WOW!

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Skill

Habitually setting goals is one of the drivers that help sellers excel, but it’s only half the formula. You must also create and apply a disciplined measurement protocol to gauge your progress.

Congrats on your revenue progress this quarter! It feels good to get a big head start, eh?

But what about your Q2 skill and account goals? …it’s waaaay too early in the quarter to claim victory on those.

Whether you’re working on objection handling, qualifying, or listening – keep your head down on your skill goals this quarter.

And if you’re crushing Acme Inc. right now, set a higher goal. Otherwise, keep your head down on your specific account goals.

Don’t waste good momentum!

Do

You know the drill…dust off your Q2 goal sheet and review your progress.

What do you need to do over the next two months to reach what you deem success for those goals? (Make sure "success" is clearly defined.)

What about your account goals? What must you do to grow Acme by 20% this quarter?

You’ll be happy on June 30th if you record your progress today and hold yourself accountable for the next ten weeks.

Besides the revenue goal that sits on your head for the quarter, focus your goal setting on specific accounts and skill development. (How will you drive more revenue using the same level of skills?)

Let’s say you want to "grow ACME Inc by 50% YOY for this quarter," and you know it will take a stronger ability to overcome objections from ACME buyers. Then, you’ll need to record specific goals that will require constant monitoring.

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.

If you actually do the work listed by those four criteria, you’ll be on your way toward learning how your efforts correlate with results and skill growth.

Oomph

You be the judge: is it fun or stupid to watch a car tire roll over and crush random objects?

It’s awesome you’re crushing your Q2 quota, but wouldn’t it be great if you could slip your Q3 and Q4 rev quotas under the tire in this YT Short?

Since it doesn’t work that way, get back to focusing on keeping the lead you’ve worked hard to get.

Quote of the day

“I’m on top of the world looking down on creation…" Karen Carpenter