“If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us”

Jim Rohn

Where has the first half 2018 gone? In a previous blog… Sales Leaders: In 2018 Your Reps Must Have a Business Plan Containing A Purpose, Plan and Goals! To all those in sales, it’s time to break out your goals and plan from the beginning of 2018.

What do you mean you can’t find them?

I trust you know where it is! Sales professionals know exactly where to find their plan while sales reps are still searching for it under piles of clutter and chaos. Stop the excuses!

Now that you have your plan, this is a great time to look back and review it. Rewind your mind and go back to January 2018.

Ask yourself a series of questions…

  • How am I doing against these goals?
  • Where am I against these goals?
  • What do I need to do differently?
  • What am I willing to change?

“What am I willing to commit to the second half of the year, in order to crush my quota?”


This is a great time to set your goals in front of you and develop a personal cadence to help you achieve your 2018 goals.



Set aside some quiet time and self-reflect. Am I on track? Am I doing what I set out to do? What small incremental changes if at all, do I need to make to hit my 2018 goals? What am I willing to commit to in order to insure I hit my goals? What does all of this mean to you?

These are all great questions to ask yourself as you look to recalibrate at the half-way mark of 2018.

If you’re ahead of the game or not ahead of the game, I urge you to ask yourself; by achieving these goals what will this mean to you, your family, your career and to your employer? A true sales professional ties their personal and business goals together. They tie it to something meaningful.

It’s all about recalibrating your activities. After you’ve reviewed your plan, take it and give it someone close to you so they can hold you accountable. This could be your manager, your friend, a fellow team member or even a family member.


I know you have great relationships with your clients. My challenge to you is to take it to the next level during the second half of 2018. The first step is to set up meetings with your top 10 clients. Thank them for their belief in you and your ability to help them do better business.

With curious intent, ask them value based questions to help enhance your business relationship.

  • What does value mean to you?
  • What’s the value I’ve been bringing to you?
  • What have I done for you?
  • What have been the benefits I’ve provided to you?

“In order to add more value you have to know the value you bring”

The questions and responses you receive will uncover additional ways to serve your clients. I guarantee you will learn something new, something different, start new conversations and who knows you may uncover a sales opportunity.

Mr./Mrs. Executive, “What would you say to other executives like you about the work I’ve done for you?”

Huge prospecting tip… Take all of these responses and create a sales campaign directed at your top 10 targeted accounts. Package these responses by aiming right at the hearts and minds of the executives who sit inside these targeted accounts.

Check out our latest Selling From The Heart podcast as we discuss “Quota Crushing Ideas for the Second Half”


In order drive a healthy sales funnel one must have a healthy relationship funnel. Recharge your sales funnel by proactively prospecting within your client base. Drive new conversations, build new relationships and widely connect your social network to a minimum of 6 people inside every single one of your accounts.

Can you imagine the opportunities that exist as you map out who your clients know that you would like to get to know?

“You’re one degree of separation from your best sales opportunity, unfortunately most in sales don’t know because most fail to connect to their client’s social networks.”

Develop rapport and drive meaningful conversation throughout your client base. Interact and become part of their networks. Lead with education, lead with insight, lead with your heart and truly care about building stronger; more credible relationships with your current clients.

What will drive your sales funnel the second half of 2018? Your current clients will drive your funnel. The more you know about your current clients and the more they know about you the more opportunities you’ll uncover.

“The more you know the more you grow”

A sleepy sales funnel is a terrible thing to waste”


This is the perfect time of the year to reflect, refocus and reinvigorate your goals for the remainder of 2018. Make the commitment to yourself and become proactive in working your plan.

Hold yourself accountable to those activities that will move the needle and prioritize them.

Lastly, develop a consistent daily cadence. If you can’t hold yourself accountable then how can you expect to crush your quota the second half of 2018?

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