9/25/2025-What went right in Q3?

Q3 is mostly “in the books”…so, how’d it go?

Obviously, your first response is to state the percentage of quota you hit. (Fine.) But your self-managed performance review should not end there.

Your appraisal should cover inputs (the actions, tasks, and behaviors you notched in the quarter), and skill development growth.

For the former, it should cover items like the number of pitch meetings in Q3 vs. Q2, and KDM meetings in Q3 versus the prior quarter.

For the latter, you’ll need to measure competency growth against core skills like objection handling, funnel management, storytelling, etc.

Find a quiet ten minutes today and write down answers to the following questions:

1. What are you most proud of regarding your Q3 performance? (Be more specific than, “I hit my number.”)

2. How do you grade your Q3 strategic account plan? Did it work? …why or why not? And thus, what did you learn about Q3 that affects your Q4 plan?

3. What growth conclusions can you make about developing core skills that are important to you?

4. What habits must you start – or stop – on 10/1/25?

In this poignant and wonderful two-minute scene from Ted Lasso, you’ll hear a good argument for how people can change.

If all this Q3 review stuff makes you realize you need to change a few things to perform better…well, good for you, there’s a seat waiting for you on the bus!