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Podcast: Mid-Year Review

Aug 5, 2019 5:15:00 AM



Monday Morning Manager


Mark is getting back to work after enjoying a summer vacation and is looking at his calendar. Oh, Oh! The quarter is over already? And the year is half over too. The sales reports are bound to follow, and he is determined not to let his performance slip away. Mark has decided it's time to review and get his game plan back on track. 


Mark figures the first thing he has to do is resist replaying past failures and develop a positive attitude from all those "lessons learned". Looking back, he sees that he failed to ask the direct questions, did a lot of quotes without first getting a commitment, and spent a lot of time wondering why people weren't calling him back. All the while, forgetting that his primary job is to collect decisions from a dynamic and ever-changing pipeline. He needs a plan that will guide him through the results he wants for the rest of in the year.


His decision is to focus on the big picture and avoid getting distracted by all the minor and non-productive sights he may run into along the path. He is going to re-visit some higher-level concepts to keep his sights on the finish line.

Personal Inventory & Success

  • Never let your style stand in the way of your success. Review your DISC profile to remind yourself of your natural tendencies and how to adapt to others.
  • You cannot "outsource" your success. Nothing will happen until you take personal responsibility.
  • Stealing is the highest form of flattery. Learn to take a page out of someone else's winning playbook

Prospecting and Selling

  • The customer is always right, but sometimes they aren't always right for you.
  • You can't get mad at someone for doing something you didn't tell them they couldn't do.
  • Never leave a sales call feeling good. It's what you don't know that will end up hurting you. Find ways to get to the truth.


  • Success can be an anesthesia. Don't let yourself go to sleep when things are going well, only to wake up later when everything isn't as bright.
  • Activity, activity, activity. A weak pipeline leads to weak sales.
  • Go for the "No" as long as you remember that selling starts at "No".
  • Keep the Concepts in mind and the rest will take care of itself.

Set SMART Goals and a Plan to achieve them:

  • Specific
  • Measurable
  • Attainable
  • Relevant
  • Time-bound

Critical Thinking:

Here it is. Aug. 5. How much time are you going to spend this week to plan for the rest of the year? If you don't do it this week, why not? And more importantly, when will you take the time to put an action plan together for now and the next four months? 

Final Thought for the Morning:

Image result for summer over meme


“If you really want to do something, you'll find a way. If you don't, you'll find an excuse."  ~ Jim Rohn


Your Top 3 Goals & Tactics for the Week

LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.

THIS WEEK: Please share your Top 3 Goals for this week and the GD tactics you plan to deploy.

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