What’s up, Relentless Fam! Hope everyone had a great weekend.
As we settle into 2026, it’s time to lock in and make this an OUTSTANDING year.
Over the next 7 weeks, we’re going to focus on:
- Your Sales Speed
- Protecting Your Time (using it wisely and effectively)
- Being Calm and Calculated during customer interactions
- Creating Winning Systems vs. Just Setting Goals
- Organizing & Planning Best Practices
- Developing the Mentality to HUNT
- The 7 Skills You Need to Thrive in Sales
Week 1: SPEED — Your Speed to Close
Today, we’re focusing on SPEED — specifically, your speed to close.
The reality is, most of us fall into one of two categories:
- Frantic, shotgun-style activity trying to fill the pipeline
- Not organized enough, and therefore not taking the right actions each week
Years ago, when I covered New Orleans, the territory manager there (now a very close personal friend) struggled to keep pace with quota — especially during Mardi Gras season. He covered a large geography (Louisiana and Mississippi), which made organization critical.
What we realized was simple:
Because of his territory size, he needed 10 deals for every 1 deal someone in a major city might need.
That meant:
- A deeper pipeline
- Extreme organization
- Weekly stack-ranking of opportunities
- Moving each deal forward inch by inch — like a project manager
Once he started treating his territory like a project plan instead of a guessing game, something changed.
The frantic rush disappeared.
Clarity increased.
Speed to close improved.
When you stay organized, stack-rank your opportunities weekly, and intentionally move each one forward, your sales speed accelerates naturally.
Remember the phrase: Slow down to speed up.
Be aggressive about delivering the best product, solution, and service for your patients. Do the work. Stay disciplined. Control what you can.
The concept of the Zoned Territory (Zoned Territory Sheet) is outlined in Chapter 7 of Relentless Sales: “Organize First, Then Take Massive Action!” – this is a great place to start! Download your copy for free at (www.JonAlwinson.com) under the free resources tab.
Then calmly and confidently leave the rest in God’s hands.
This cycle of discipline will keep you in a strong place all year.
You’ve got this!!
— Jon
- Join our Relentless Sales Community to connect with other like-minded sales people. We have an incredible group of people!: Skool Group
- Book a 1:1 call with me if I can help in your sales journey : Calendly
- Text “JOIN” to 404-272-5236 for Monday Morning Motivation
Please share with a friend who could benefit.
Jon Alwinson
Author | Speaker | Coach | Sales Leader
📘 Relentless Sales