Sabri Suby argues salespeople should analyze performance quarterly, not monthly, and set weekly targets to correct course. Bad months happen, especially in November and December. Break the year into quarters, then weeks, to diagnose what went wrong and fix it before the quarter ends.
Having a bad month won't kill you, but not knowing why you had a bad month will kill you. We're in Q3, guys, where we're halfway through the year. Everyone bring up your I calendar or whatever you're using and go to the year view and just visually look at where we're at with Friday 3rd July. Alright? So we've already started this month. So we've got August, September, October, November, December. Alright, so basically what you really want to do, like, you know, you hear me talk about all the time, like looking at the, looking at the year and then breaking it down to a quarter and then breaking down in a month. And most of you guys right now are probably looking at your production from a monthly standpoint, right? And so essentially, you know, like when I say, okay, for instance, like Dave, like Dave didn't have a great month, Tony didn't have a great month. There's a bunch of people that didn't have a great month this month and that is fine, right? Having a bad month won't kill you, but not knowing why you had a bad month will kill you. Right? So it's fine to like, you know, have a bad month, have a bad week, but you've got to know why. And if you don't know why, that is the big, big issue. And so really realistically what you want to start looking now is like looking it down as a quarter. So what I would be doing over the weekend, maybe this afternoon is now that we're two quarters in to the year, right. Everyone's been at King Kong for those two quarters. All right, so look at those quarters and just figure out, okay, what was your revenue that you've done in the last six months? Then divide that by the two quarters to figure out exactly what you did in the quarter and then have a look at what your average was for the month. Yeah. And then when you're looking at that, then you start to plan what this next year looks like. So if you look at the calendar now, right, so we've got July, we've got August, we've got September, we've got October. Typically speaking, things progressively get more difficult to sell around November and December. Who knows if that's going to be the case this year with everything that's going on. Right. And also who knows if that's going to be the case this year. Why we have this other, you know, arsenal in our pocket, which is qg, Right. So it's going to, we're going to see. But typically speaking, that's what you're looking at. So really, like, when you look at it that way, you've got kind of like, you know, three, three to kind of four months, four and a half months of real production, super hard going after and getting it done. And, you know, that's okay. If you're gonna like the way that you look at it is you might. The reason why I said to you, Kai, before is that you need to recognize before the end of the month, okay? If you've had. If you've had a bad week, so you can know where you're at. And it's the same thing with, like, you want to be really have those stoppers where you can find out you're having a bad week, feel. Find out why you're having a bad week. Like, for instance, like, you know, with you, Tony, you found out, okay, look, I had a bad month because of my production and my production that was created because I had a lot of other stuff going on in my personal life, right? And then so by the end of the first week, really need to kind of have a look at and go, okay, well, I had a bad week this week, right? And I'm gonna have a really bad month, and that's gonna really affect the amount of money that I can make unless I make a change this next week. And it's the same thing if you have a bad month. Otherwise, you're writing off the quarter. And that's like, you just have to keep yourself accountable to those things. Because it's insane that we're already halfway through the year and we've been locked up in our houses for the last three months, right? And who knows how long we're going to be locked up in our houses for? So, realistically, I want you to start really shifting your focus is looking at a quarterly view and looking at what your production looks like for a quarter. And then like, you want to. Even though you're looking at it a quarter, you've still got those stoppers in every week, every month. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day, and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubri in the comment section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe and we'll see you on the next video. Sam.
