Happy Q2 folks! I just reread our 2020 goals and let’s just say they did NOT age well. Back in February I felt beleaguered that our plans weren’t coming to fruition fast enough. I tried taking solace in new ideas like our Sponge conference (ha!) and Mastermind event series (hahaha!) to build community.
Let’s also remember that my personal theme for 2020 was HOST. Oh, the irony.
How to regroup?
We’re past the initial shock and have settled into a new routine of work/childcare shifts and relationships via Zoom. And amidst all of this change, I find myself wondering what success looks like right now. Goals can be incredibly stabilizing, and I’m ready to recreate our plans into something motivating and realistic. Maybe you are too.
Using a model, I’m validating what shifted and creating new assumptions: What is realistic and achievable through the end of the year? The goal is to move out of “free fall” and “fire drill”. Once we quantify the new reality, we can reallocate resources to the tactics that are still fruitful.
This template includes opportunity models for new and existing business (because the assumptions are likely different), and a lead gen plan. You plug in:
- your revenue goals
- sales capacity
- sales cycle
- ASP
- and funnel conversion rates
The model will do the rest and calculate how many ops you need. And it will show you the cost of the leads and opps to get there.
What we’re digging…
- What we do in the next 180 days will impact the next 5 years – the wise and wonderful Larry Garfield reminds us to stay focused on the important things
- Leading with purpose: How marketing and sales leaders can shape the next normal – good advice here from McKinsey on leading a team through chaos
- Educated by Tara Westover – I’m late to the party on this but it’s SO. GOOD. Run, do not walk, to read this, and be comforted that a woman with zero schooling and major childhood trauma went on to get a PhD from Harvard. We’re not screwing up our kids!
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