Daily Quote |
Skill
Quota attainment isn't the whole story
For the most part, Q3 is “in the books”…so, how'd it go?
Obviously, your first response is to state the percentage of quota you hit. That's fine, but it's not the whole story; your self-managed performance review shouldn't end there.
Appraise yourself in two other areas: inputs and skill growth.
Inputs: Compare Q3 activity against Q2, focusing on pitch meeting numbers, KDM conversations, and prospecting time spent.
Skills: Assess your growth in areas like objection handling, storytelling, and qualifying.
Do
What did you learn from Q3?
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? What worked, what didn't, and what did you learn that should affect your Q4 plan?
3. Which core selling skills improved in Q3? Which ones still need work?
4. What habits must you start – or stop – this Thursday, 10/1?
Oomph
There's always room for improvement
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!
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!
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