Famous professional and self-help coach Tony Robbins was quoted as saying “It’s not what we do once in a while that shapes our lives, but what we do consistently.” Tony Robbins was speaking about doing the right activities, the activities that will help you achieve your goals and make you successful. But the same can be said of doing the wrong activities or consistently doing the right activities at the wrong time.
If you consistently engage in activities that align with other people’s priorities rather than your priorities, your goals and your success, your life, as Tony Robbins said, will be shaped… for the worse.
You will never know where to most effectively spend your time,
if you don’t know what you want to accomplish with your time.
In sales, there are only two activities:
- Activities that grow your business and help you achieve your goals.
- Activities that don’t.
The activities that grow your business and help you achieve your goals are Revenue Generating Activities (RGA). For example:
- Proactive client and prospect contacts that advance the relationship and lead to a sale or develop the opportunity into a larger opportunity.
- Discovery interview meetings where you gain insight on how you can help your client or prospect.
The activities that don’t grow your business and don’t help you achieve your goals are Supporting Activities (SA). These are the activities that are painful to do and take away from getting more clients. But they can’t be ignored. Think of it this way, SAs keep your boat afloat and RGAs propel your boat forward. For example:
- Generating proposals.
- Entering client or prospect info into your CRM.
- Product training.
- Team meetings.
If you want to shape your success by doing RGAs consistently, create an Action plan that aligns with your goals and makes scheduling your RGAs a priority rather an afterthought. Here’s how:
Step 1: Make a list of your RGAs and SAs. You have to know what activities you need to accomplish before you plan them and then decide when and how often to do them.
Categorize your clients and prospects into some type of “A, B, and C” list.
Schedule more RGAs, i.e. touch points, for your top prospects and clients, the “A” team.
The lower the client value/potential value, the fewer touch points or less of YOUR time they should receive.
Step 2: Actually have a calendar: Microsoft Outlook, iPhone, CRM or for those of you really old school, the desk calendar—yep, it’s time to get with the times. Yellow pads and pocket notebooks don’t count.
Step 3: Start with a clean calendar/schedule and plug in your RGAs first. The goal is to first fill the majority of your calendar with activities that match your priorities and generate revenue before someone else fills your calendar with THEIR priorities. AND other people’s priorities rarely, if ever, have your success in mind. You either make the time for RGAs or find the time for RGAs. If you rely on finding the time, more often than not, you won’t find the time! You can’t leave the completion of RGAs to chance and have more days that end with comments like “I did a lot today but accomplished nothing.”
Step 4: Schedule your SAs after and around your RGAs. If you schedule your SAs first, you will find that you simply fit in your RGAs whenever you can and more often than not, don’t fit them in at all. Schedule these activities in chunks as well. Typically when clients or prospects are not available.
Step 5: Assess and re-adjust to stay on target. Be flexible. No plan is perfect, but you need to continuously find ways to improve upon the Action plan you have created.
Follow these 5 steps of the M.A.D. Time Ownership™ approach to time management and find more time to consistently focus on the right activities that align with your goals and your success.