“Success is the sum of small efforts, repeated day in and day out.” — Robert Collier
The halfway mark of the year is more than just a calendar milestone—it's a critical opportunity. Whether you’ve crushed your sales goals or struggled to gain traction, June invites you to pause, evaluate, and re-ignite your momentum. It’s time to reassess where you are, refocus on where you're going, and recharge your energy, tools, and mindset to finish the year stronger than ever.
In this article, we’ll explore practical ways to do just that—using wisdom from world-class leaders and proven strategies from Sandler.
1. Reassess: Measure What Matters
At the midpoint of the year, clarity is your best weapon. Before rushing to adjust goals or change tactics, step back and take stock.
Ask yourself:
- What goals have I hit—and how did I hit them?
- Where am I falling short—and why?
- Are my pipeline, activity levels, and conversion rates aligned with my year-end targets?
✅ Use the Sandler “Behaviour, Attitude, Technique” (B.A.T.) Triangle
Sandler teaches that all success in sales (like with anything!!) stems from a balance of three elements:
- Behaviour: Are you consistently executing the right activities—prospecting, follow-ups, and closing?
- Attitude: Are your mindset, confidence, and resilience where they need to be?
- Technique: Are you applying your skills effectively—asking questions, qualifying leads, managing objections?
If your results are lagging, one of these areas is likely out of alignment.
“The best salespeople are not those who work the hardest or talk the most. They’re the ones who learn to track, reflect, and adapt.” — David Mattson, CEO of Sandler
✅ Run a Deal Autopsy
Choose two wins and two losses from the first half of the year. Analyse:
- What qualified the opportunity?
- What value did the buyer express?
- Where did the deal stall or accelerate?
- What Sandler technique worked—or failed?
This process will help you identify high-value patterns and avoid repeating preventable mistakes.
2. Refocus: Align Action with Impact
Now that you know where you stand, it’s time to tighten your aim. Q3 and Q4 will race by. To make every moment count, zoom in on activities that actually drive pipeline and revenue.
✅ Use the “Cookbook” Method
In Sandler terms, a “cookbook” is a custom activity plan based on your personal metrics. It breaks down your annual goal into weekly actions:
- Number of outreach calls or emails
- Number of new conversations
- Number of qualified appointments
- Number of proposals and closes
If you need to generate £500,000 in new business and your average deal size is £25,000, you’ll need 20 closed deals. If your close rate is 25%, that means 80 proposals. Backtrack all the way to the number of calls or referrals needed to feed that funnel.
“You can’t manage results. You can only manage behaviour.” — David Sandler, Founder of Sandler
This reframes your focus from outcome anxiety to input control—a huge psychological shift that keeps top performers steady.
✅ Narrow Your Ideal Client Profile
Refocusing also means trimming distractions. Mid-year is a great time to redefine your Ideal Client Profile (ICP) based on recent success. Ask:
- Which industries or buyer personas converted faster?
- Who appreciated our value and paid without friction?
- Which types of clients yielded referrals or expansions?
Sharpen your ICP and update your messaging accordingly. That focus multiplies efficiency and makes prospecting feel less like throwing darts in the dark.
3. Recharge: Boost Energy, Skills, and Culture
Even the best strategy falls flat without the right energy behind it. A sluggish, stressed, or distracted team won’t finish strong. Recharging doesn’t just mean taking a vacation—it means reconnecting with purpose, team, and tools.
✅ Mindset: Combat Burnout with Purpose
“When we are no longer able to change a situation, we are challenged to change ourselves.” — Viktor Frankl
Many salespeople hit a motivational wall mid-year. The high of Q1 fades, and Q2 fatigue sets in. Now’s the time to reconnect with your “why.”
Try this:
- Write down the top 3 reasons you sell—beyond money. (e.g., family, freedom, legacy)
- Post them visibly at your desk.
- Revisit wins where you helped a client solve a deep pain.
Purpose is a renewable energy source. Tap into it regularly.
✅ Skills: Level Up with Micro-Training
Sandler emphasises continuous learning. A stagnant rep is a declining rep.
Pick one area to sharpen:
- Control the sales process: Practice the “Up-Front Contract” to set better expectations.
- Pain discovery: Practice using different questioning techniques, like the "Pain Funnel."
- Handling stalls: Use the “Negative Reverse” to draw out real objections.
Invest 15–30 minutes per week in bite-sized training, role-playing with colleagues, listening to call recordings or even practising using the Sandler AI Role Play Coach. Improvement compounds fast.
✅ Team: Celebrate and Collaborate
Success breeds success. Use this time to boost morale by recognising wins—big or small.
Try:
- Mid-year awards (e.g., “Most Improved,”)
- Rep-led lunch sessions to share best practices
- Fun challenges tied to pipeline activities, not just closed deals
“People want to be part of something larger than themselves. That’s when work becomes meaningful.” — Howard Schultz, former CEO of Starbucks
Your team’s energy is contagious. Make it positive, ambitious, and collaborative.
Rebuild Your Summer Strategy
Summer is notorious for slowdowns. Prospects are on vacation, decision-makers delay, and distractions pile up. But this is also when committed sellers differentiate themselves.
Here’s how:
- Pre-book appointments before clients disappear
- Shift focus to strategic account planning and referrals
- Use “off-time” to clean up CRM, refine templates, or launch drip campaigns
- Host low-pressure events or webinars for pipeline warming
Use this seasonal lull to plant seeds for a strong Q4 harvest.
Momentum Is a Choice
Momentum doesn’t just happen—it’s built through clarity, discipline, and renewal.
“Success usually comes to those who are too busy to be looking for it.” — Henry David Thoreau
The second half of the year holds incredible potential. Whether you're chasing a stretch goal or bouncing back from a rocky start, now is the time to recommit. Reassess what’s working. Refocus on what matters. Recharge your energy and skills.
And above all—believe that your best quarter is still ahead.
