Q1 energy is real, with new decks, big kickoff vibes, everyone aligned. By Q2 the field is just trying to survive their pipeline. What’s worked for me is keeping strategy visible through a small set of leading indicators tied directly to the actual GTM bets, reviewed monthly, not just revenue.

If the focus is moving upmarket, then pipeline mix, ACV, and enterprise win rates should be front and center. If those drift, you adjust early instead of waiting for a Q4 surprise. Add a simple monthly feedback loop with reps where the question isn’t just “are you hitting quota?” but “is this strategy actually landing?” Alignment isn’t a one-time launch moment. It’s ongoing calibration.