Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

Daily Routine of a 5x President's Club Winner

6 Dec 2024 · 1 min

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Brian LaManna, a five-time President's Club winner, explains his disciplined daily sales routine and tactics for consistently hitting targets. Key practices: take extreme ownership, prioritize advancing pipeline and prospecting over reactive tasks, review each opportunity upon starting the day to identify immediate actions, block calendar time for prospecting (treat any white space as prospecting), ignore non-urgent Slack/emails while executing planned activities, and maintain a daily call quota (mentions making 17 calls). He also states he has followed this routine every day for the last five years without missing a day.

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Take extreme ownership. Sometimes it's pretty easy to take your foot off the pedal and be like, oh, I'm just going to wait for that next good inbound opportunity. Or my SDR needs to send me more good ones. The most successful sellers really think about everything in terms of their targets and their goals, and they create a path that's not dependent on hitting the inbound lottery or relying on someone else. I've done the same thing every day for the last five years, religiously not missed one day. I want to make sure that I'm prioritizing those two buckets advancing pipeline, because those are the two biggest pieces that will get me to my numbers, my targets, president's club, my earnings goal. So the first thing that I do when I open up my laptop, it's not check Slack, check emails, not go on LinkedIn. I go through my opportunities one by one. I simply ask myself, hey, I got this deal with Justin. My next meeting is Friday. Is there anything I can do today to advance this deal in any way, shape or form? Any white space I have left in my calendar, I treat that as prospecting time. And you get that Slack message. Too bad. Unless it's absolutely urgent. I said I was going to make those 17 calls and I'm going to go ahead and execute it. And I'm trying to really just deeply and effectively make every minute of the day count.