9/27/2024-Could you have done better in Q3?

Your selling Q3 was done long ago…but today’s date marks the time to appraise your performance over the previous 90 days.

Of course, the first criterion is whether you hit your number. As you know, overall performance reviews should include much more than just your quota percentage.

Your appraisal should cover the number of pitch meetings you had in the quarter (vs. previous terms), meetings with KDMs vs non-KDMs, skill growth against objection handling, funnel management, time management…it goes on and on.

What about effort?

Find a quiet ten minutes today and think about your answers to the following questions:

1. How was your Q3 plan? …a.k.a. your strategic account plan? Did it work? Why or why not? How does Q3 affect your Q4 SAP?

2. What did you learn in Q3 that will make a difference in Q4 and beyond?

3. What are the habits you must start doing? (…or, RE-doing?)

And to end on a good note,

4. What are you most proud of about your Q3 performance?

Measure anything/everything that defines your effort and competency last quarter.

In this poignant and beautiful 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!

After watching this clip, reflect on which things you can’t afford to repeat from Q3, and which things you need to start doing more of. (Ahem…..prospecting???)