This episode of The Selling Podcast features hosts Scott and Mike as they discuss the critical mid-year ritual of analyzing your sales pipeline to set the foundation for next year’s success.

To ensure consistent growth, the hosts argue that you should always be planning at least two quarters ahead. They recommend a structured approach to auditing your current business:

• Analyze Success: Start by identifying what is actually working regarding your strategy, tactics, and product mix. Once identified, double down on those successful areas rather than trying to fix everything that isn't working.
• Evaluate Enjoyment: Reflect on which parts of your job bring you satisfaction and which do not. While you cannot avoid the "vegetables" (the necessary, less enjoyable parts of the job), you should identify if you are simply in the "wrong restaurant"—meaning you are working in a space that doesn't align with your strengths or preferences.
• Check Alignment: Determine if your desired direction aligns with the industry's trajectory and your company's business model. If your personal goals don't match the company's path, you will likely encounter friction.

The conversation highlights that even when your current process is working, you must remain adaptable to avoid the "Blockbuster" effect—the danger of failing to pivot when the market shifts.

• The Power of Soft Introductions: Summer is identified as an ideal time for "soft prospecting." Because offices may be quieter or more relaxed, it is a prime opportunity to introduce yourself and gather information before the high-intensity fall season begins.
• Keep Your Foot on the Gas: While planning is essential, the hosts emphasize that you cannot "slack off." Sales is about building and maintaining a flywheel of momentum; constant input into the pipeline is required to keep that wheel turning in the right direction.

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