107% in a down market

The quarterly reset routine

Keith Weightman
January 06, 2026

Hey there,

Your pipeline is lying to you.

After 17 years in sales, I've watched countless reps grind 70-hour weeks chasing ghosts, stale opps, fantasy close dates, and accounts that went dark months ago. My team was heading down that same path until we implemented a simple routine we do every 90 days. The result? 107% in a down market. Was it the single reason for our success? Nope. Was it a contributing factor, and one we had 100% control over? Yup.

The 4-part framework that creates predictable quarters in under 60 minutes
Why controlling the controllables beats hope every time
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Let's get into it.

4 Steps To Start Each Quarter Fresh With Total Pipeline Control Even If Your Market Is Down

To finish strong without working yourself into the ground, you need a quarterly reset.

Pro-tip: If you’re a rep - set this routine as a recurring calendar appointment or task. If you’re a leader, set up an automated workflow in Slack or Teams to remind the team at the beginning of each quarter.

Step 1: Close Out Last Quarter

Start by killing the dead weight in your CRM.

Process any ops still hanging around
Move, disqualify, or close them out
Update dates and stages for anything still qualified and open

When you stop lying to yourself about what's actually closeable, you stop wasting energy on ghosts.

Step 2: Plan Your Quarter Ahead

Get crystal clear on your numbers and strategy.

Review your YTD bookings, quarterly goal, and all open opps. Define a strategy to close each one.

Be specific:

What problem are we solving
What’s the compelling event driving urgency*
What gaps do we have that we need to close?

^{*Fake urgency - driven by a date the seller cares about. Real urgency - driven by a date the customer cares about.}

This will evolve throughout the quarter, but a goal without a plan is just a wish.

Step 3: Review Renewal & Outbound Targets

Focus on renewals and reactivation opportunities.

Key Renewals:

List those set to renew this quarter
Any future renewals that could be brought forward?
Outline steps to close each

Prospecting:

Set outbound targets
Which accounts haven’t been touched in 60+ days?
Can new product features/releases reopen closed-lost opps?

Step 4: Address At-Risk Accounts

Identify problems before they become emergencies.

For every at-risk account:

Document your save plan
Internal resources needed
Timeline

Customer churn happens, but it happens less when you address problems proactively versus letting them fester.

That's it.

Here's what you learned today:

Dead pipeline opps steal your time and energy, reevaluate every 90 days
A goal without a plan is just a wish
Proactive account management prevents fire drills

Download the Quarterly Reset Checklist HERE to get started and set your recurring 60 minute calendar invite today.