“Look at the peak moments, look at the valleys, and then look at what you’ve learned.” – Jacquelyn Nicholson in today’s Tip 1563
Do you reflect back on your previous quarter or year and think about the year or quarter ahead?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip has been sitting in the backlog for a bit, but if I dedicate it to my friends at Oracle who are starting their new fiscal year today it’ll make a little more sense timing-wise. Here’s one of our greatest champions in the Sales Success Community, Jacquelyn Nicholson:
Jacquelyn Nicholson: Hey, everybody. I’ve been getting some messages on LinkedIn and wanted to actually send another sales tip over for you guys as you guys you think about how to do year or quarter-end reflection and thinking about the year or the quarter ahead. A lot of times the planning and reflection process can seem pretty daunting, and I’d like to actually present a super simple way of thinking about it.
So when you’re reflecting back on a quarter or the year prior, I’d submit to you that you could think of three specific things that will help you in the planning process for the year or the quarter ahead. So really easy, just three things.
The first one is, what was the peak moment of this prior quarter or prior year? So think about the highs that you’ve experienced in terms of your professional development, your achievement with your customers. Perhaps it’s a metric that you achieved or a number that you met or a big deal that you closed. So what was that peak moment for that prior year or that prior quarter? It’s also helpful, I think, to do this in your personal life as well. So you’ve got that professional peak moment and the personal peak moment.
And then what I want you to move on to after you visited those highs is to look at the valley. What was the valley moment of the prior year or the prior quarter? And that’s something that’s really powerful to do. So what was that low point? Again, you can do this in your personal and your professional life. Really exciting to look at that after you’ve looked at those peak moments is to reflect on the valleys.
This really leads me to the third and final point of this planning process, and that is around what you learned in that prior quarter or that prior year. Because you’ve just looked at the highs, looked at the lows, and now you’re coming to the point where you’ve learned something, I would submit to you and challenge you to take a look at and see if those valley moments, personally and professionally, were not some of the most contributing factors to what you learned in the prior year or the quarter.
So in summary, really quick way to think about planning as well as reflection of the prior year or quarter. Look at the peak moments, look at the valleys, and then look at what you’ve learned. Thanks so much.