You can’t afford a slow start in 2026. Q1 sets the pace for the rest of the year. The strongest sales teams know this and build momentum early. They treat January, February and March as the launch phase. Not a warm-up.
Here’s the formula they follow and how you can apply it.
1. Set clear revenue expectations from day one
You want every salesperson to know their number and how to get there. Break annual targets into weekly and monthly commitments. Keep it simple.
- What pipeline is needed now?
- What mix of deals creates that number?
- What behaviours are required daily?
Top performers don’t wait for direction. Give them certainty so they focus on execution.
2. Build a Q1 pipeline that supports Q2 and Q3
Teams fall behind because they treat Q1 as a standalone quarter. High performers use it to load revenue into the middle of the year.
- Front-load prospecting
- Re-engage dormant accounts
- Reactivate old pipeline
- Increase top-of-funnel by 20–30% early
If you want a strong Q3, you build it in Q1.
3. Remove everything that slows selling
You may have legacy processes that drain time. High-performing teams audit their daily workflow and cut the noise.
- Remove low-value admin
- Fix CRM friction points
- Give reps faster approval paths
- Set expectations for response times
Every minute they win back becomes a pipeline.
Ask yourself: what tasks stop your team from selling?
4. Train early and reinforce constantly
Teams that win don’t cram training into Q4. They do it in Q1 when behaviour changes stick.
Focus your onboarding on:
- Product knowledge
- Competitor positioning
- Buyer conversations
- Objection handling
- Qualification discipline
Measure improvement weekly. Don’t assume it’s happening.
5. Tighten qualification and protect the funnel
Weak teams chase everything. Great teams focus on the right buyers.
- Mandate a qualification framework
- Review early-stage deals weekly
- Close out anything that won’t convert
A cleaner funnel produces more revenue. You want your team spending time where the probability is real.
6. Hold weekly pipeline reviews that drive action
Avoid long meetings. Use simple, high-impact reviews.
- What moved forward this week?
- What’s blocked?
- What’s closing in the next 30 days?
- What new pipeline was added?
By March, your cadence defines your culture.
7. Give managers clear coaching responsibilities
A manager who isn’t coaching is an admin. Great leaders spend most of their time developing the team.
- Shadow calls
- Review messaging
- Fix broken deals
- Reinforce winning behaviour
Your team will only move as fast as the manager leading them. Strengthen that early.
8. Start recruiting before you need people
This is the hidden advantage of elite teams. They build a bench long before a vacancy appears.
- Stay close to talent
- Map your competitors
- Keep passive candidates warm
- Add assessments to filter quality
If you wait until Q2 to hire, you’re already behind.
Your Q1 formula is simple
- Set expectations
- Build the pipeline early
- Remove friction
- Reinforce skills
- Protect the funnel
- Coach weekly
- Recruit continuously
Do that and you’ll give your team the start they need.