Another Quarter down and another Quarter begins. Time to reset for the quarter ahead! Follow these guidelines to help you know your numbers, know your plan, and execute with urgency.“A goal without a plan is just a wish.”

• Close out last quarter
  • Check if any signed opps still need to be processed
  • Move disqualified to Close-lost
  • Update the close date and stages for qualified opp still open
• Plan for the Quarter ahead
  • Quarter goals
    • Bookings YTD
    • Quarter bookings goal
  • Open Opps
    • Define strategy to close each opp. Be specific:
      • What problem are we solving
      • What’s the compelling event driving urgency*
      • What gaps do we have that we need to close?
  • Key Renewals
    • List those set to renew this quarter
    • Any future renewals that could be brought forward?
    • Outline steps to close each
  • Prospecting
    • Set outbound targets
    • Which accounts haven’t been touched in 60+ days?
    • Can new product features/releases reopen closed-lost opps?
  • At-Risk Accounts
    • Save plan: meetings needed, resources required, timeline

P.S. If you liked this, you may also enjoy my weekly newsletter, **The Systematic Sales Leader.** Every Tuesday, I send one actionable system that helps you leave the office by 5 PM without sacrificing your numbers. Check it out here.