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It’s over. Next week, we start over. It’s a new game (or it could be, anyway), and a new season. Before we get started, how about a little reflection on last year?

Did you reach your goals?

Nurturing your dream clients

How did you nurture your dream clients and create value for them without claiming any? How did you make it easier to open relationships that open opportunities?

What will you do better when it comes to nurturing relationships?

Managing yourself

What did you do to manage your time well enough to have a balanced week of activity that ensured that you would succeed?

How could you improve how you invest your limited sales time?

Developing your business acumen

What did you do to improve your business acumen and to ensure that your most valuable resource was up to the task of creating more value for your clients and dream clients?

What did you learn this year?

What books made the greatest impact on your life and your results?

How are you going to develop your skills and abilities as a businessperson so you can improve the value you create for your company, your clients, and yourself?


How well did you do with the heavy lifting sales work that is prospecting?

How well did you do in protecting your ability to make your numbers by building a fail-safe pipeline?

What will you do to improve your ability to open relationships and to gain new opportunities?

How will you develop the pipeline of deals that ensures you future success?

Building relationships

How did you build the relationships that allowed you to find ways to create value and bring ideas to your clients and dream clients?

How many valuable new relationships did you gain within your client and dream client accounts?

Who did you neglect? Who did you avoid?

What are you going to do to develop the relationships that you need to open and win opportunities?

Selling inside

What relationships did you develop on the inside of your own organization that allowed you to perform better than you performed in the past?

What alliances did you develop that will later help you better serve your clients?

Who in your organization should you know better than you do presently? Who would you like to know?

Value creation

What did you do to create value for your clients in a way that made a difference in their results?

What did you do this year to be your client’s strategic advantage?

How could you create more value for your clients?

Lessons learned

What lessons did you learn this year?

What lessons did you learn the hard way?

What risks did you take?

When did you let fear get the best of you?

What part did luck play in your results? What part did luck play in a key won opportunity?

What did you learn that made a difference in your results?

What did you learn that made a difference in winning a new opportunity?

What will you do more of next year to succeed at an even greater level?

What will you unlearn in order to produce better results next year?


What was your greatest accomplishment?

What are you grateful for?

Don’t skip these questions

Who are the three people that had a greatest impact on you this year?

Who do you owe a thank you card?

What are you really, really committed to improving in the future.

Almost every New Year’s resolution that I have ever heard requires an improved self-discipline. What disciplines do you need to develop to reach next year’s goals?

Sales 2011
Post by Anthony Iannarino on December 30, 2011

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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