A winning Q3 goals strategy

Q3 tends to be the ugly stepchild of quarters. Parked right before the Q4 Big Banana, it often gets short-sheeted.

But not you, you’re all over your Q3!

As you prepare for another 90-day combat term, remember the classic sales mantra: manage your performance, not your results.

"Results" is your quota goal; performance relates to your activity goals. …and that’s where you make the big bucks.

Focus on your activities, behaviors, and actions. And of course, focus on growing your skills.

Today, work on your activity and skill goals for Q3…get ’em locked-n-loaded this week.

How many proposals are you going to get out the door in Q3?

How many interactions with Top Tier KDMs are you targeting for the third quarter?

And which skill do you want to improve?

Pick one! Probing? Listening? Qualifying? Revenue projecting? Objection handling?

Write down your goals; they’re only real if they’re recorded. Remember, you must include specific measurement metrics for each.

In this clip from the cult-classic Office Space, Peter describes how he works – or in his case, how he doesn’t work.

Obviously, Peter could use today’s MySalesDay post on goal setting.

Framing today’s post in Peter’s world looks like this:

1. Thinking about goals: gooood!

2. Working on goals: better. But no more than 15 minutes a day!