# Performance Review Period: Q4 2025 Role/Context: Account Executive (Mid-Market Sales) Tone: Supportive, direct, growth-focused ## 1) Summary (4–6 sentences) Jordan delivered a strong Q4 2025 performance, closing 6 deals and reaching 108% of quota. Forecast accuracy improved over the period, and Jordan also contributed beyond core responsibilities by mentoring a new AE. Strengths in discovery and clear communication continue to be differentiators, especially in complex mid-market conversations. The main opportunities are operational consistency (CRM hygiene), a more structured negotiation approach, and flagging deal risk earlier to protect cycle time and forecasting. ## 2) Achievements (bullets) - Closed 6 deals - Achieved 108% of quota - Improved forecast accuracy - Mentored a new AE ## 3) Strengths (bullets) - Strong discovery skills that uncover real customer needs - Clear communication with prospects and internal partners - Resilience and consistency after losses and setbacks ## 4) Improvement Areas (bullets; constructive) - More consistent CRM hygiene to improve visibility and reduce last-minute data clean-up - Apply a more structured negotiation framework to protect value - Flag deal risk earlier to reduce surprises and improve forecasting discipline ## 5) Goals for Next Period (3–6 bullets) - Increase pipeline quality through stronger qualification and tighter next-step control - Improve multi-threading within accounts to reduce single-thread risk - Shorten sales cycle by identifying blockers earlier and aligning stakeholders sooner - Maintain and build on forecast accuracy improvements ## 6) Development Plan (4–8 actions) - Action: Establish a weekly CRM hygiene routine (updates, next steps, close plans for active deals). Support needed: Sales Ops checklist and a 15-min weekly review slot Timeframe: Early next period - Action: Use a negotiation structure for every late-stage deal (trade-offs, approval path, walk-away points). Support needed: Negotiation template/playbook Timeframe: Mid next period - Action: Introduce a “risk flag” step in pipeline reviews (top 3 risks + mitigation per deal). Support needed: Manager coaching in 1:1s Timeframe: Early next period - Action: Build a multi-threading plan for top accounts (roles, contacts, outreach map). Support needed: Support from Solutions Engineering for stakeholder mapping Timeframe: Mid next period ## 7) Talking Points for the Manager (short script) Jordan, Q4 was a strong quarter—108% of quota and six closed deals is excellent execution. Your discovery and communication stand out, and the mentoring you did helped the team. The growth edge for next period is consistency and leverage: cleaner CRM hygiene, a more repeatable negotiation structure, and earlier risk flagging so we protect cycle time and forecasting. Let’s align on a simple weekly routine and I’ll support you with templates and coaching. ## 8) Open Questions (max 3) None.