Wednesday, 1 May
Today's Topic
Killing your Q2 goals?

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. Your competitors are doing it right now.

Measuring revenue goals is simple: you either hit the number or you don’t. Grading skill growth is trickier.

How will you drive more revenue in Q2 using the same level of skills used yesterday?

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 ACME buyers throw at you. Add the following goal to your list for Q2: "Improve my ability to handle ACME Inc. objections."

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 offering and/or 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.

Don’t just aimlessly work your accounts, understand how your actions and 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

"You need lofty goals, then cement them with a great work ethic." Jerry West

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