Quarterly planning feels like this:
Run hard for 90 days.
Slam into a wall.
Reset. Repeat.
That’s not a plan, that’s a hamster wheel in a headset.
Here’s a better way to lead your team into 2026:
🔄 Think in Rolling 12-Months, Not Quarters
Inside sales doesn’t operate in clean boxes.
Territories shift. Products change. People quit.
You need a modular, living plan, not a stale Q1 spreadsheet.
“Plan in rolling 12-month cycles, not just chase quarterly carrots.”
~ Dorian Lynn Hidy, Mastering Inside Sales Leadership
The Fix: Puzzle Plan It
Forget annual decks gathering digital dust.
Instead, build your plan like a puzzle:
- One focus area per month
- Mix logic, emotion, and behavior
- Leave room for real-life revisions
Let your team see the picture on the box, then plug in the pieces one month at a time.
📘 Want a full step-by-step for 12-month puzzle planning?
It’s in Mastering Inside Sales Leadership, dropping January 8, 2026.
Because “hope it works this quarter” isn’t a strategy.