It's time for your mid-year review

By Daniel Williams

Commentary June 04, 2008 at 08:00 PM

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It's June, the halfway point of the year, a time to take stock of where you are in your sales goals and a good chance to take a deep breath and map out how you intend to finish the year with a bang.

I get a lot of books in the mail, many of them provide the impetus for some of our best stories. Identity Branding Revisted — Creating Prospect Attraction by Robert E. Krumroy is not a new book, but one that just made it to my desk.

It's a good read in general, but there's one chapter in particular I found interesting as well as appropriate for this time of year.

The chapter is titled, "A Mid-Year Review for Sales Professionals." The chapter is longer than what I want to cover in this space, but I'll give you a few of the highlights.

1) First, ask yourself a simple question: are you satisfied with your first half results?

2) In efforts to better meet your goals for the rest of the year, develop a "weekly checkpoint for the one or two priority activities that you must accomplish in order to meet your financial goals. Write down when this occurs, or should occur, and specify what activity you are measuring."

3) A third item Krumroy points to is "commit to completing a courageous act every day before 10 am… The courageous act must always be a revenue producing activity." That activity might be calling a potential client or account you've so far put on the backburner.

Those are just a few pointers from the book, but I hope it gets you thinking about what you need to do to make the year a great success. Good luck in hitting your goals.

NOT FOR REPRINT