We’re two thirds of the way through the quarter. Are you going to make your quarterly number?
If you don’t know with about a 90% certainty, you’re in trouble.
To know if you’re going to make your number this quarter assumes you even have a quarterly number. Do you have one?
How close are you to making it? What has to happen between now and March 31st to make your number?
This is the time to open your quarterly plan and review your goals, strategies, initiatives and tactics. What were the things you said you would be doing this quarter? Are they working out? Are they delivering like you thought they would?
It’s also time to start thinking about next quarter. If you’re off, what are you going to do next quarter to catch up? If you’re on track or exceeding plan, how is your pipeline positioned for next quarter? Is your pipeline thin going into Q2? Can you continue on the current trend or are you looking at a fall back in the second quarter? Regardless of whether you are ahead or behind in Q1 the key is to be clear on what are you going to need to focus on heading into Q2?
As the last month of the quarter has begun, you should have a very good understanding of whether or not you are going to make your Q1 number. If you’re not, it’s time to start thinking about what you’re going to do differently for Q2. It’s time to start making adjustments to your plan.
The one thing you shouldn’t be is surprised. If you are surprised you haven’t been doing your job.
If you’re on track to make your Q1, congratulations. If not, well don’t pout. Start assessing what’s going on and take the steps necessary to make your Q2. It’s early. You’ve got plenty of time to get things back on track. That is if you admit your off track.
For those of you who don’t have a plan, those of you who didn’t lay out your goals, strategies, initiatives and tactics, it’s not too late. Download our GSIT template or our account strategy plan template and plan out the rest of the year. It just may change the Q2 conversation to the positive.