What Your Mid-Year Review Says About Sales Performance

We are now officially in the second half of 2025. It seems like only two weeks ago we were ringing in the new year, and now the dog days of summer are upon us. Right now, if you’re a producer, you’re in one of three stages: you’re either winning, you’re tied, or you’re losing.

Regardless of where you fall, there are actions that need to be taken.

As leaders, mid-year reviews should be part of a larger rhythm. Ideally, this is the sixth performance review of the year, not the first. When annual reviews roll around, they should simply memorialize what everyone already knows. No one should be surprised by their rating at year-end.

Improving Sales Performance

So what do you do with this mid-year moment? Start with a simple exercise:

Have your team write down this sentence and complete it:
“I missed my goal in 2025 because…”

Ask them to fill in the blanks. Reasons might include:

• I wasn’t paying enough attention to my customers, and the competition took one away.

• I didn’t prospect consistently.

• I didn’t continue to improve my craft.

There should be three or four reasons. Then ask the next question:
What are you going to do to make sure that doesn’t happen?

Examples might include:

• Dedicating three mornings a week (Monday, Wednesday, and Friday from 9:30 to 10:00) to prospecting calls.

• Asking for at least four introductions each month.

• Attending two networking events per month.

Whatever it is, it must be specific and measurable. “Do more” or “get better” won’t cut it. Improving sales performance takes focused effort.

Also, while it’s technically halfway through 2025, you don’t really have six full months left. Realistically, with holidays and vacations, you’ve got four and a half, maybe five. That said, don’t fall into the trap of thinking no one does business in December. That’s just not true. My colleague Mark Trinkle once called five CEOs on December 24, and four answered.

Create urgency. The further you go into the year, the harder it gets to hit your number.

There’s still time left in 2025 to lift off and meet your goals, but it’s going to take clarity, commitment, and hard work. Spend some time getting specific on what you’re going to do to improve your sales performance, and then do it.

Celebrate the wins from the first half, and here’s to finishing strong in the second.

FAQs

1. How can I assess what’s holding back my sales performance?
Start by completing the sentence: “I missed my goal in 2025 because…” This self-reflection helps identify specific habits or behaviors that may be limiting performance, such as inconsistent prospecting or lack of skill development.

2. What are some examples of measurable actions to improve sales performance?
Examples include scheduling dedicated prospecting time, asking for a set number of introductions per month, or attending networking events regularly. The key is to set specific, time-bound, and trackable activities.

3. Is it still possible to hit sales goals late in the year?
Yes, but urgency is key. While holidays and vacations reduce the number of working weeks, consistent effort and a focused strategy can still make a significant impact — even in December.

4. What mindset helps drive improved sales performance?
Clarity, commitment, and urgency are essential. Reflect on what needs to change, define measurable actions, and stay disciplined in execution. The second half of the year offers a strong opportunity to finish well.

Author:

Jack Kasel, Sales Development Expert
Anthony Cole Training Group

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