Navigating the Mid-Year Pivot: Advice for Reforecasting and H2 Planning

6 mos left, 3 mos to change stuff…what can you do now?

DEAR STAGE 2: It’s July. We’re back from the 4th and staring down historically slower summer months. We came in at ~80% of our H1 plan and the goal is to “make it up” in H2. How do other companies handle this situation? Is an adjustment to the plan ever made? ~VP SALES PLAYING CATCH UP

DEAR VP SALES PLAYING CATCH UP: Coming in at 80% of your H1 plan is a situation many companies face, and the goal of “making it up” in H2 is challenging and, depending on the company’s situation, either near impossible or crucial for maintaining momentum. While it's natural to feel pressure, it's important to zoom out and assess the situation before doubling down on your current path. Here’s how we’ve seen other companies best approach this moment in planning:

Start with a comprehensive review of H1 performance.
Understanding the why behind the what is critical - knowing why you fell short can guide your strategy for H2. Were there unforeseen market conditions, internal process inefficiencies, or perhaps gaps in the sales strategy? Were you hiring a team who will be ramped in H2 or investing in marketing strategies that have built strong pipeline for the coming quarters? Companies that succeed in bouncing back often conduct a detailed analysis to pinpoint these issues and get to the root cause. This helps in refining the approach for H2, ensuring that the same mistakes aren’t repeated.

Get a reality check.
Next, it’s crucial to assess the feasibility of the original plan for the year, and specifically H2 goals. If the initial targets were overly ambitious and based on poor assumptions, it’s time to recalibrate the plan – both the growth target and the cost/burn. This doesn’t mean lowering the bar but rather setting realistic, achievable targets that motivate the team without leading to burnout or frustration. This is the time to take a hard look at your bottoms up plan and the assumptions that are driving it. Adjustments might include shifting your marketing channel mix, reallocating resources between teams, or investing in enablement to support a specific skill set gap. 

Communicate openly and keep the team informed.
Finally, transparent communication is key to keeping the team motivated. I promise you that your GTM team is feeling the pressure right now. Clear communication about revised targets or strategy to continue on the current path, as well as the rationale behind the decision/approach helps in rallying the team. You might also consider offering incentives for reaching adjusted targets to boost morale and drive performance. Regular check-ins and progress updates keep everyone focused and accountable.

Adjusting the plan is not a sign of failure but a strategic move to align with current realities and set the stage for success. By conducting a thorough performance review, reassessing goals, and maintaining strong communication and motivation, you can effectively navigate the challenges of making up for a shortfall and drive a successful H2.

Until next week!