9/30/2025-How‘s 2026 looking?

When you achieve, or do something fun, your brain releases dopamine, which signals you to feel happy. And, of course, you’re motivated to do it again.

The problem with strategic account planning is that it doesn’t release much dopamine. But if everything you did as a seller triggered dopamine, everyone would be in sales…literally.

You’re reading this because you can handle The Hard. And, you know that to reside regularly in the TOP 10%, you have to be good at process.

This time of the year, focus on process to help squeeze Q4 and start ’26 strongly.

Last Thursday, you appraised your Q3; today, appraise your 2025 plan so you can start working on 2026.

Focus on these issues:

1. Compare ’25 rev totals for your top accounts against what you projected in the plan you built a year ago.

2. Which accounts aren’t coming back in ’26? (Why are you sure?)

3. Which accounts are you projecting to grow next year…by what percentage?

The fun part is how you substantiate your answers. Facts – not conjecture – fuel quality account planning.

What you know now – and what you don’t know – will help build your ’26 strategic plan.

According to this rando science guy in this Short, dopamine can help you with your strategic account planning.

Focusing on process instead of rewards and results will help you break the shackles of “dopa-dependency”.

Why is this so important?

Because strategic planning takes calm, measured research and thinking across broad time blocks….not twitch-finger responses on small screens and keyboards.