Good morning, Relentless Fam! Happy Monday! 💪
We only have 6 selling days left in August, can you believe it? Maximizing every selling hour is KEY to finishing strong this month. You got this!
One of the biggest mistakes I see sales professionals make by starting their week without a clear plan.
- Monday rolls around and they open their inbox.
- Then they check their calendar.
- From there, they respond to everything that “feels urgent.”
- And finally, they run around jumping from meeting to meeting.
Can you relate? I know this well because this used to be me.
And when you run your territory this way, or let your territory run you, Friday comes and goes faster than you realize.
As salespeople, we can so easily be “busy all week” without being intentionally focused on moving the needle and creating new revenue.
Here's the BIG problem as I see it:
If you don't decide what matters most before the week starts, the loudest “problem” will decide for you.
No matter how good we are at sales, it's a good reminder:
Don't let your week happen to you.
As I wrote about in Relentless Sales, I like to plan my week before it starts. Sunday night works best for me at this stage of the game.
Before Monday arrives, I like to run through these seven questions:
1. What are my Top 3 most important priorities for the week?
2. What accounts deserve the most attention this week?
3. What opportunities can I advance this week?
4. Who do I need to contact?
5. What follow-ups do I need to take action on?
6. What prospecting activities can move the needle this week?
7. What on my to-do list do I need to delegate, defer, or eliminate?
Everything on your list does not deserve your time.
I like saying out loud something Lou Holtz taught me:
It snaps me back into action and helps me focus on what matters most.
Remember: your time as a sales professional should be protected. What you do is important. YOU ARE IMPORTANT.
Some things should be delegated.
Some can wait.
Some shouldn't be done at all.
Protect your highest sales activities by getting organized before the week starts.
One Question to Ask Every Sunday Night or Monday Morning
“What needs to be true by Friday for this to have been a GREAT week?”
Then build your week backward from there.
That's the difference between reacting to your week and owning your week.
Now, go get it this week!
// S T A Y. R E L E N T L E S S //
—Jon
P.S. If this is an area you want to improve, that's exactly why I created THE HUNT—a practical sales execution system designed to help you know where to focus, which accounts to prioritize, how to build your pipeline, and what to execute each week to maximize your territory.
If you're ready to get more intentional about how you run your territory, check out THE HUNT.
& Join our community on SKOOL.
