It’s Not Too Late to Set Goals for 2026
For many professionals, goal setting feels like a January-only activity. Miss that window, and the assumption is that the opportunity is gone.
That belief quietly costs salespeople and sales leaders momentum.
The truth is simple: it’s not too late to set goals for 2026 (or any year!)—and in many cases, it’s actually the best time to do it.
Why Late Goal-Setting Works Better in Sales
Early-year goals are often built on hope.
Mid- or late-year goals are built on evidence. (What evidence motivates you?)
By this point, most sales professionals have real data:
- Which deals moved forward—and which stalled
- Where prospects disengaged
- Which behaviors consistently drove progress
- Which habits looked productive but didn’t create revenue
This clarity changes the quality of goal setting.
Instead of vague targets like “sell more” or “grow pipeline,” experienced sellers can now focus on behavior-based goals—the kind that Sandler-style selling emphasizes.
The Difference Between Activity Goals and Behavior Goals
Many sales goals fail because they focus on outcomes alone:
- Revenue targets
- Quota numbers
- Deal counts
While outcomes matter, they’re lagging indicators.
High-performing sales teams set goals around controllable behaviors, such as:
- Improving upfront contracts at the start of meetings
- Asking better discovery questions to uncover real pain
- Qualifying prospects earlier instead of chasing stalled deals
- Addressing budget, decision process, and commitment sooner
These goals directly affect pipeline quality, trust, and sales velocity.
Why 2026 (or any year!) Goals Should Be Reset Now
Waiting until January often means repeating last year’s assumptions.
Resetting goals now allows sales professionals to:
- Reflect honestly on what didn’t work
- Identify skill gaps that need coaching or training
- Adjust selling behavior before bad habits calcify
- Enter 2026 with momentum instead of recovery mode
In professional selling, clarity beats timing.
A goal set with insight in October or November will outperform a goal set blindly in January.
A Smarter Framework for Sales Goal Setting
Before locking in your 2026 goals, ask:
- Where do deals most often stall in my process?
- Which conversations do I tend to avoid with prospects?
- What behavior, if improved, would have the biggest downstream impact?
This approach aligns with modern consultative selling and Sandler principles: diagnose before you prescribe.
The Question That Matters Most
It’s not about whether you’ve set goals yet.
It’s about whether you’re willing to set better ones.
If you could change just one behavior in your selling process in 2026, which change would most improve your results—and why haven’t you committed to it yet?
That answer is where real growth starts.
Her is to your success! Eric
