Have you ever left work at the end of a really long day where you felt like you were running like crazy, yet accomplished nothing?
How about a day where you left exhausted, yet satisfied, and saw the team move forward?
Those exhausted yet satisfied days are the ones where the activity was tied to your priorities. The frustrating days are when there was a lot of activity that felt like it didn’t move you forward toward any of your goals. It sounds simple: make sure all your activity ties in to your priorities.
Priority List
There is an important distinction between a priority list and a “to do” list.
Priority, according to Miriam-Webster, is “something that is more important than other things and that needs to be done or dealt with first.”
- Priority lists tie directly back to your ability to reach the goals you’ve set for yourself.
- A “to do” list contains random tasks that need activity, with no hint as to their importance.
Both will help you be successful, but the majority of people don’t differentiate. They believe if it needs to be done, it is on the list, and therefore it must be a priority.
Set Daily Expectations
Look at the meetings you have, activities you do in your role, as well as things that pop up and determine which ones make your personal priority list.
Once you’ve created your own priority list, you may want to do a group exercise with your team and create an inside salesperson priority list.
Allow For Exceptions
It is important to remember, there will be days when your… as well as a salesperson’s priority list will change.
On a day when a proposal has to be created for a business opportunity found yesterday, “find and identify new opportunities” may be ranked lower. Plus your assistance in this may take priority over a more routine activity.
If an inside salesperson is reaching a high percentage of decision makers, longer conversations will drive dials lower for the day.
Your board of directors asking about issue resolution for a particular client, could push this week’s one-on-one time off (as an exception NOT the rule).
Schedule in “Free Time”
Lately I’ve seen more and more sales manger and leader calendars that are back… to back… to back… with meetings.
Not only does this not allow for bio breaks and force you to be late for something – it also doesn’t allow for all the impromptu things that will make sure your team is on track to achieve the priorities you’ve helped them set.
Here is to more days that end with a feeling of satisfied exhaustion.