The Halftime Report Nobody Wants to Write
July marks the halfway point of the year.
By now, most salespeople know exactly where they stand against quota. They know the revenue number, the forecast, and the gap between where they are and where they hoped to be.
What many do not know is how they got there.
The most valuable mid-year review is rarely about results. It is about the habits that produced those results.
Strong quarters are built long before the numbers appear on a report.
If your first six months exceeded expectations, identify the specific behaviors that contributed to that success.
If they fell short, the same exercise applies.
Revenue is an outcome. Activity, conversations, and consistency are the inputs.
Before Q3 begins, review these four areas:
Activity. Look beyond volume. Were you consistently prospecting, following up, and creating new opportunities each week? Activity patterns often reveal performance trends months before revenue does.
Conversations. Consider the quality of your sales discussions. Were you asking meaningful questions, uncovering business challenges, and advancing opportunities? Or were conversations staying at the surface level?
Pipeline Quality. A large pipeline can create false confidence. Review your opportunities carefully. Which deals have genuine momentum, and which have remained in the same stage for too long?
Consistency. Sales success often comes from ordinary actions repeated over time. Examine your routines. Did you maintain them when business was good, and when business became more challenging?
The second half of the year has a way of moving quickly.
Many salespeople enter Q3 focused on new goals. The stronger approach is to first understand the behaviors that created their current position.
If nothing changes, the next six months will likely resemble the first six.
Before turning the page to Q3, take a hard look at the habits behind your numbers.
Which habits deserve to be repeated, and which ones are quietly holding you back?
Most salespeople review their results. Top performers review their habits.
PRECISE Selling: 20 Days to the Top is built around the daily behaviors that drive long-term performance. If you're evaluating your first half of the year, this book provides a practical framework for improving the second half through disciplined execution and measurable standards.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
