Mid-year, review your performance as if you were an opposing football team. Identify your predictable strengths that a competitor would want to neutralize and your weaknesses they would exploit. This objective analysis reveals areas for improvement and opportunities to leverage.
To overcome personal bias during a review, frame your challenge as a problem a client is facing and ask, "What advice would I give them?" This mental shift enables rigorous honesty and clearer, more actionable solutions for your own performance issues, bypassing ego and excuses.
A common, yet often unnoticed, sales killer is ceasing the very activities that built a strong pipeline. Reps prospect hard when they need business, then stop once they get busy serving new clients, creating a boom-bust cycle. A mid-year review should identify effective past activities that have been abandoned.
To conduct a structured self-review, identify 20 key sales elements—from mindset to closing—and rate yourself from 1 to 5 on each. This creates a 100-point scale that clearly highlights your top-performing areas (the 5s to double down on) and your most critical development needs (the 2s and 3s).
Instead of just feeling guilty about tasks you put off, analyze the root cause. Procrastination often signals a lack of belief in an activity's value, a skills gap, or fear. Identifying the "why" behind your delay transforms it from a failure into a diagnostic tool for targeted improvement.