Saturday Morning Sales

Kevin Latchford

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Mid-Year Health Review - July 9, 2016

If you go back over time with my posts you’ll find several regarding the health report card, state of sales, or related topics. I am a firm believer that conducing routine checkups on my sales career is as important as going to the dentist every 6 months. It is important to the health of my career now and in the future.

 

Yesterday I had a few hours of quiet time while traveling with my son to a lacrosse tournament. He put on his headphones, as did everyone else in the car, and listened to his own tunes. This was an ideal time for my mind to wander a bit. I thought about how quickly the first half of the year has gone by and what successes I’ve accomplished. I’ve also had a miss or two and those also came to mind. I gave consideration to the how’s and why’s I did not win the business. And, I thought about where I am today and where I’m going this coming week, next month, and for the remainder of the year.

 

These are times of reflection (as I very frequently refer to in my posts). It is important to take inventory of what is going well, what may not be going so well, and more importantly what needs to happen between now and the end-of-year for hitting goals previously set. I also take this time to set one new goal.

 

Goal setting is critical to any business and especially for any ‘A’ level sales person. As time goes by changes occur. Changes can sometimes be in or out of your control, but I do accept that change is inevitable. And, because I accept change, I like to add a new goal or two to my second half of the year.

 

A mentor who helped guide me in the early days of my career once told me to balance business with personal goals. For every one business (or sales) goal I should have one personal goal. This is a form of insurance. If I meet my business goals, then I should meet my personal goals.

 

Use this date on the calendar, the month of July, and reflect on how your year is going so far. Make the necessary adjustments to target, meet and hopefully exceed your goals, and share with others how you are doing. This mid-year health review will keep you on track.

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