A tech sales coach argues that busy work kills productivity. Focus instead on three things: moving deals forward, prospecting for new ones, and learning your industry. Block calendar time for these and let everything else go.
Hey guys, I am noticing a huge trend and I wanted to share this with you in case you're dealing with this so you don't fall in the same trap, which is focusing on what matters. Okay? I don't care if you're just brand new trying to break into tech sales or you've been in the game for 20 years or whatever. Okay? There's a lot that we could do. It makes us very busy, but not necessarily productive. There's really only a handful of things that we should be doing. If you're already in the role, then the number one thing that we prioritize is pipeline progression, right? Moving our deals along. Then it's pipeline generation, prospecting, creating new opportunities. And then it should be upskilling, getting better at my role, knowing my industry better, knowing my competitors better, understanding the challenges and the outcomes that I can create. What's the art of the possible for my prospect? You want to stop being busy and not productive, want to start being productive and maybe less busy, then start prioritizing those things. Block your calendar out for those 3 objectives and let other things fall by the wayside.
