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Planning and Setting Goals for 2020

TSE 1233: How To Plan And Set Goals You Can Achieve In 2020

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Planning and Setting Goals for 2020With the new year comes new goals and resolutions. This episode’s guest offers new ways and suggestions to help you plan and set goals you can achieve in 2020.

Many salespeople don’t realize that sales is easy if you follow a basic formula. Typically, however, sales reps have a habit of following the bouncing ball their prospects are throwing despite the many times it can lead to a dead end. 

Dave Mattson started out as a client at (David) Sandler Training and he’s been with the company for 30 years. He worked his way up the organization and became a partner in 1994. He had an opportunity to work with Dave for six years before David passed away in 1995. Dave purchased the company in 2012 and is currently the Brand Manager and CEO. They have 265 training centers globally and just last year, they trained 31,000 people and streamed their training to 19,000 people. 

This streamed training is becoming the way of the world, especially with the technology that is currently available. As a result, people in their system are represented by different age groups, different cultures, and different countries. Dave’s company creates content that is accessible in whatever format their clients need. For example, younger clients prefer several 4-minute micro pieces of training, versus a 45-minute lesson. With that knowledge, Sandler made 2,700 micro-learning lessons and added it to their suite of products and services. 

Sales strategies keep evolving so Dave and his company must keep up with new trends.  With Sandler being one of the longest-running companies, many people in the industry may view them as “dinosaurs” but year after year, they win awards for best sales training, management, and coaching. They clearly have the expertise to do it right. 

Importance of goal setting and planning

From a CEO’s perspective, planning is imperative to make sure all the different groups in the organization know where they’re going. The assumption is that you have great salespeople working for you, competent individuals, but you have to make sure they are all heading in the right direction. It is the leader’s responsibility to see all the working parts. Each group needs to be assigned their tasks so everyone ultimately moves toward the organization’s goals.  

As a leader, you need to set up a strategy on how to plan and set goals you can achieve in 2020. Layout the benchmarks you want your salespeople to achieve and how you intend to get there.  Show your team the contingency plans so they can better define daily goals for themselves. When the entire team has accountability, planning becomes a “we” exercise. The more you socialize it, the more people get involved. Dave suggests that for your corporate goal to become successful, each salesperson needs to link their commissions to personal goals that will keep them motivated.  A great question is, “If you earn your $250,000 commission, what are you going to do once you have your money?” Being able to visualize something that is meaningful to them, helps to keep up the momentum.

There are two reasons why people leave the company.  The first is that they don’t feel like they’re being stretched. The second is they don’t respect the person they work for. Sales leaders have to think of ways to motivate their sales reps to achieve their goal, not only for the organization but for individual goals as well. 

When the team doesn’t play their role 

The most common reason people say they don’t play their role say is they don’t have enough time. There has always been a serious time compression problem in sales. Many magazines claim that the top 3% of all producers are the people who have written down their goals so 97 out of 100 people don’t. This tells you how difficult the job of a sales leader is in an organization. They are in charge of producing revenue from people they can’t control. 

Sales leaders need to find a way to motivate their people to make the organization’s plan a success. 

The planning process

The first thing you can do to plan and set goals that you can achieve in 2020 is to think about the different buckets of goals. What are the categories that are most important to you?  Job promotion? Family? Purchases? Think of the things you want to do in those areas and mindmap. Doing this allows you to free your inhibitions and get comfortable with the things you want to do. It’s the fastest way you can brainstorm. Using your dream board or a journal, start putting these buckets in order of priority.   

As a CEO, Dave usually focuses on no more than five goals. This allows him to really focus. Goals are more achievable when you don’t have a broad list that can serve as a distraction. 

Have your mind map, narrow your goals to five, and have some plan of action. Break your plans down quarter by quarter, month to month, and day-to-day. If you can hit your goals for Q1, then you know you’re on track. If not, plan out your contingency and look for the people who can help you get refocused. 

The problem with setting annual goals is, while there’s nothing wrong with that, these goals are a long way off and you don’t get to feel a daily win. 

Become a behaviorist 

Say you have a goal of $10 million. You may have a monthly goal of  $850,000. That may mean six sales a month and 24 presentations. Getting in front of people is part of the plan but you can’t control all aspects of that goal.  For example, you can’t control how your prospect will respond. You can’t control anything but your own behavior. An option is, then, is to take a financial goal is and then reverse engineer. What are the daily goals you need to meet? Make little daily goals because you may not be able to control the outcome but you can control your behavior every single day. 

Sales reps from any company can break down their annual goal and reverse engineer to daily behavior. Doing this will help them reach their quota faster.

When setting goals, what matters most is your attitude and behavior. A sales rep must have a balanced mindset and do the things he is supposed to do on a daily basis. 

Balance between realistic and stretch goals 

You need to know the distinction between a stretch goal and a realistic goal is. Stretch goals are reachable in longer time frames and while that is okay, you still need realistic goals that you can hit. 

Sandler taught Dave how to make some stretch goals.  When Dave was 70% to his goal, David would move the target even further. Sandler didn’t do it to be discouraging but, instead, he’d encourage Dave to keep moving because he knew Dave had the momentum to do even better. 

Remember to move slowly and celebrate your success. 

Goals are there to adjust. Be careful of setting goals that are too low just to feel good about yourself. 

Motivate yourself to reach your goals

You can plan and set goals you can achieve in 2020 by motivating yourself.

Motivating yourself is a great idea way to reach your goals. Verbalize and publish your goals. Some people write down their goals in a journal so they can track their progress. It’s also good to have people around you who will hold you accountable to your goals and keep challenging you. They can be your partners, your colleague, or anyone else who won’t shy away from calling you out. 

It’s also important to be able to adjust in the event you don’t achieve your goals. Failing isn’t a bad thing when it offers an opportunity to make the adjustments you need to get closer to success. These tweaks are the way to get back on track.
To plan and set goals you can achieve in 2020 write out your goals and create a plan of action. That will be your guide. Verbalize your goals too and make sure to break them down into achievable, daily goals. Believe in yourself and remember the Success Triangle: Attitude-Behavior-Technique. Know that it’s okay to fail. You are going to fail more than you win and the failures are not necessarily negative to your goal setting. They just let you know it’s time to adjust. 

“How To Plan And Set Goals You Can Achieve In 2020” episode resources

Dave Mattson recently finished his book entitled The Road to Excellence. It’s a playbook to help small entrepreneurs take their businesses from where they are today to where they want to be in three to five years. He also just published the book Success Cadence, he wrote it with two other business-minded people from the company called Splunk, they were able to take their company from 30 million to 1.2 billion in just five years. This book is about how to turn your organization and yourself as a producer into a sales-focused machine and find people who are willing and able to do what it takes to succeed. 

Reach out to Dave Mattson via his LinkedIn profile. You can also email him directly at Dmattson@sandlercut.com

If you have more sales concerns, you can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. 


Planning, Donald Kelly, The Sales Evangelist

TSE 1132: My New Planning Tool

Planning, Donald Kelly, The Sales Evangelist

Sellers must work to effectively plan their activities in order to accomplish the important tasks in their days, and since I’ve struggled with the same challenges, I’ve developed a new planning tool to help with that effort. 

For most of us, it isn’t unreasonable to find that we have more tasks due in a day than we can possibly accomplish, and we can end up feeling like we’ve failed when we come up short. Unless we change how we do things, our days will feel like Groundhog Day, and we’ll repeat the same ineffective patterns every day. 

Falling short

If we fail to complete our to-do list every single day, we’ll end the day feeling like we’ve failed. Worse yet, our list will grow every day because it will include tasks from the previous day that we didn’t finish. Eventually, we’ll feel emotionally drained by our ineffectiveness. 

Now, while you’re trying to find new leads, get new deals, and close new opportunities, you’ll likely be preoccupied with your looming to-do list. 

You’ll never completely escape the stressful moments and days in sales, but if you learn to effectively manage the time you have, you’ll better manage that stress. Whether you’re selling cars or selling services, you’re at risk of being frustrated by the to-do list. 

Identifying the process

I discovered in my own process of organizing tasks I was spending as much time planning the tasks as I did accomplishing them. The result was that I was going in circles. I had read a book by Kevin Cruz called 15 Secrets Successful People Know About Time Management that prompted me to take control of my schedule. (I recommend you read it, too. It’s available on Audible.)

I started by writing down all the tasks I needed to do each day, keeping in mind that I function best when I keep my days broken up. Kevin recommended breaking your day into 15-minute increments, which was a great idea, but honestly 30-minute increments worked best for me. I planned my entire day, including tasks like reading a sales book, listening to a podcast, prospecting, LinkedIn outreach, follow-up with clients, or proposal preparation. 

Creating a planner

I decided to create my own planner that specifically addresses my unique tasks. One side of the planner allows me to list all the different tasks I do and divide them into different categories. In my case, as a business owner, I have certain categories that other sellers may not have. 

The top of each page has my KPIs which will help me generate sales and move the needle. They include new prospects, new opportunities, deals, progress. I list my top three goals or priorities for the day and things that I know I must get done. Some of them will be sales-related and some will be beyond sales. 

For example, Mondays are podcast interview days. Other tasks on other days might include working with a team member to accomplish an internal task or meeting with a bookkeeper. Some days I’m writing a guest blog post for Hubspot or some other publication or creating content for social media. I also include personal tasks like appointments. 

At the bottom of the page, because I’m also a consultant, I track my clients and the consultations I have with them. 

Devoting time

On the second side of the page, I allocate time for each of the different tasks, in either 15- or 30-minute increments. I order the tasks according to importance because I have them divided by category. 

Over time, I can track the categories and tasks that are taking a lot of my time. In some cases, I can push some of those tasks to other team members to free time in my own schedule. 

As an example, I realized I was spending a lot of time handling emails and I wasn’t able to efficiently get back to people when I needed to. I trained my executive assistant to help manage my email account and invested a couple of days into helping her establish a process. Now she helps me distinguish between junk emails and those that require an answer. As a result, my admin tasks have diminished a bit. 

If you’re thinking you don’t have the luxury of an executive assistant, it’s possible to find trustworthy people on platforms like Upwork.

Maximizing time

Some tasks can be shared by other team members through the use of templates. If I need a presentation created, I can use a template from PandaDoc to have someone else create it for me. This frees up my time to focus on things that matter the most. 

At the end of the day, I can note my actual accomplishments for the day and how much I was able to achieve. Based on those numbers, I can judge how efficient I was. Did I get to 70 percent? Strive to get A’s, but know that B’s are ok. C’s are no good. 

I’m going to create a video to share on LinkedIn that will show you how you can build a planner of your own, and ultimately we’ll create a new planning tool for sellers, though our current one targets entrepreneurs.

“New Planning Tool” episode resources

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.



Henry Kaminski, The Brand Doctor, Sales and Branding, The Sales Evangelist

TSE 1008: Plan, Prepare and Refuse To Give Up


Today we’re talking about how to Plan, Prepare and Refuse to Give Up with podcast host, branding expert, and author Henry Kaminski, Jr.

Henry is the founder of Unique Designz, a full-service design, branding and digital marketing agency dedicated to helping authority brands; coaches, consultants, influencers, speakers and authors to scale their expertise and personal brands into profitable business models.

Henry started twelve years ago as a freelance graphic designer, eventually growing his business into a mature, boutique brand development agency.  His average client is typically worth $50-100K over a calendar year.

But Henry remembers not so long ago when he was working for Fiverr. As sales reps, we know how it feels to want to get to the top as quickly as possible. We think it will be easy but then it is not long before we hit the hiccups.

Plan and prepare

Henry says it all comes down to preparation. He credits himself with once being the worst salesman on the planet.

These days, Henry follows a very specific, tried and true script that he practices on a weekly basis. He does not deviate from that script and, as such, he is closing more and more sales.

People perceive our value based on the questions we ask so planning ahead of time what to say is key. As Henry says “asking stupid questions only gets you stupid answers.” You will be perceived as an amateur.

As a brand strategist and brand developer, Henry wants to position his clients to become subject matter experts.  He wants people to be on the edge of their seats whenever one of his clients is speaking. It is all about positioning and that comes with preparation.

This is a lesson Henry learned the hard way.

You have to know the answers to the questions but you will want to challenge the person that you are speaking to. There is no value in telling the client what they already know.

Let your client know that you may ask them some tough questions – questions they maybe haven’t about thought before. Be sure they understand that your intent is not to pry but to get to the root of the issues in order to be the most helpful.

Be intentional

Henry became intentional with his desire to start his own business after Hurricane Sandy blew through New Jersey and wiped out two of his biggest clients. Henry tried to continue living the lifestyle to which he had become accustomed but with a revenue loss of a quarter of a million dollars, it just wasn’t possible.

At the same time, Fiverr entered the design world and disrupted the entire industry. Henry couldn’t beat them so he joined them. But it wasn’t a sustainable position.

He remembers a $120 paycheck for over 90 hours of work and he remembers earning $5 for six hours of revisions on a business card.

And he remembers telling his wife that they needed to make a change.

She got out the laptop and said, “Let’s get to work.”

Henry started working with a mentor, Russell Brunson. He couldn’t afford to pay for the coaching program but he couldn’t afford not to, either. So he maxed out his credit card and got on the phone with Russell.

At the end of the one-hour call, they were both crying hysterically as Henry was hired on the spot to help with Russell’s first book launch.

That gave Henry the confidence boost he needed. It was the biggest sale he ever made and it led to another job with Russell a few months later.

More importantly, Henry received the most important tidbit of insight from Russell. Despite all his fancy websites and great designs, Henry himself was nowhere to be found on any of it.

His big personality was hiding behind the logo.

That has all changed now and Henry doesn’t regret it for a minute. He has found his lane. Content creation and working one-on-one with the clients is where he wants to stay.

Get seen

As a podcast host, myself, I can relate. People came to my webpage and listened to my podcast, but if they wanted to see me, they couldn’t. It was all stock photographs. I had to put myself out there. I had to make myself available for my audience.

We shouldn’t diminish ourselves. We need to put ourselves first and refuse to give up. I used to be intimidated and afraid that maybe I didn’t look good on camera or that seeing my brand was better than seeing the real me.

Rather, your personal brand is just an offset of your business. If you are shy and timid, it will show in your messaging. Don’t be afraid of yourself.

Even the bigger brands, according to Henry, are coming out of their shells. The only difference between you and everybody else is you! You have to invest in your personal brand. It’s critical.

Refuse to give up

Henry credits his unwillingness to give up to his parents who tried for 16 years to become pregnant with Henry. His Mom would call him her ‘miracle baby.’ Henry believes that hearing that story while growing up – that his parents refused to give up for over 16 years – is what fuels his drive now.

There are so many times when we try something once or twice and quit when it doesn’t go our way. His parent relentlessly pursued their goal for 16 years.

If you are feeling uncertain or hesitant when looking forward because of past difficulties, Henry recommends you remember that it is all a numbers game. He once went three months without one single sale. He kept looking back and beating himself up over what he might have done differently.

His mentor reminded him that a rearview window is smaller than a windshield for a reason – because you are not going that way.

Any setback is temporary. It’s like a storm passing through town. It might be a struggle but it will pass.

Have confidence in your preparations and see them through.

“Plan, Prepare and Refuse to Give Up” episode resources

Henry is very active on Instagram and can be found at thebranddr and on his website Unique Designz.

Grab a copy of his book Refuse to Give Up and connect with him at Brand Doctor’s podcast.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.









Sales Vision, Daily Planning, The Sales Evangelist, No Vision

TSE 997: Where There is No Vision The Salesperson Perishes

Sales Vision, Daily Planning, The Sales Evangelist, No VisionWhere there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses or sidewalks, the game of sales is largely mental, and it requires a visionary mindset.

The book Think & Grow Rich by Napoleon Hill, now available as a free download,  addresses the importance of vision and what can happen when you don’t have an eye on the future.

Vision for salespeople

Vision demands that we look beyond the work that we’re doing today. It demands that we look into the future, perhaps to the end of the quarter or the end of the year. In some cases, we’ll look to the end of five or 10 years.

Without vision, you won’t progress and you won’t grow.

We may imagine the worst-case scenario, and then we find ourselves in a loop, playing it over and over in our heads.

Olympic gold medalist Michael Phelps shared his strategy of playing a “tape” of a perfect race in his head. His coach encouraged him to imagine how it would feel to win, the accomplishment he’d experience, and then think about that over and over.

Positive loop

Michael had a positive loop playing in his head, so even when he found himself making bad decisions, he was able to get back on track quickly. He had a tenacious drive to succeed.

I worked with a guy once who always saw life through a negative lens. He could turn the very best outcomes into negative scenarios.

If he won the lottery, he’d likely complain about driving to Tallahassee to claim his prize, or about the fact that he had to pay taxes on his winnings.

You may work with people like this.

Avoid getting pulled into their negative mindset. When you spend large amounts of time around these people, you may allow their negativity to creep into your thinking.

Change your focus

Emerson said that whatever we persist in doing becomes easier.

I refer to this quote all the time because it’s true that our mindset affects our outcome. If you are focused on negativity, you’ll more readily see negative outcomes.

If you focus on the fact that you’re going to set an appointment, you’re going to capitalize on an opportunity. You’re going to reach your commission and create power to accomplish those things.

When I spent too much time around my negative coworker, I spent less time on the phone and less time doing email outreach.

When I changed my focus to positive things, prospects were more willing to listen to me because I was the catalyst. I still had negative experiences, of course, but there were fewer of them.

Get rid of negative

When I was a young seller, I didn’t speak up to my negative coworker because I didn’t want to cause a rift between us.

If I could go back, I would push back against the negative thinking. I would share positive thoughts and read encouraging books. I would either seek to change my coworker’s attitude or repel him because he knew I wasn’t going to listen.

Be honest about the fact that you’re trying to focus on positive things.

Imagine the wins

When you achieve your daily goals, what will it feel like? What will you say to convince those people to close?

Practice seeing how that will look.

Take charge of your life. Read encouraging books. Refuse to let other people affect your personal vision.

You’re listening to this podcast, and that’s a great start.

Command your destiny

Take charge of your future.

For the team at The Sales Evangelist, 2018 was our best year ever. My 2019 vision is to double the numbers we had in 2018 and c continue to increase our customers and grow our podcast.

I had a vision last year of writing for Hubspot and we’re doing that. I envisioned being mentioned by Inc. magazine, and TSE was just mentioned as one of the top podcasts to fuel company growth.

My vision helped me connect with the right people so that I found positive opportunities.

Create positive vision for yourself.

“No Vision” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Ericka Eller, Stress, Salesperson, Health

TSE 814: Sales From The Street-“Stress Can Affect Sales”

Ericka Eller, Stress, Salesperson, HealthSales professionals engage in a constant hustle and grind to achieve their numbers and meet their goals. What they may not understand is that the prolonged stress can affect sales.

On today’s episode of Sales From The Street, Ericka Eller emphasizes the need for sales professionals to use their time intentionally and the practical ways they can do it.

Eller works as a business development strategist and a certified wellness coach, and she works with high-achieving people who want to boost their success by managing their health.

Personal struggle

It was her own struggle with stress that led her to understand the importance of focusing on health.

She realized that it’s difficult to burn the candle at both ends and still perform at the level you’re trying to maintain. As the leader of a sales team, a coach, a mom, a wife, and an active church member, she found herself constantly thinking of work and responsibilities.

The pressure caused internal and external stress which led to lethargy and a heaviness she couldn’t escape.

Her family suffered the most because there aren’t expectations and deadlines there. Families demand no deliverables.

She became irritable and found herself missing family events. Her family didn’t recognize her, and she didn’t recognize herself.

Combatting stress

She realized she had to step back from the pressure to allow her body to recuperate.

The answer to her problem was scheduling and planning.

She plans her food prep so she can create healthy meals for her family, and she schedules her workouts. She bought a package at a local studio and writes her workouts into her calendar.

Finally, she enlisted help from health professionals to make sure her body was functioning as it should.

Where to start

Create a plan to deal with your stress. Vague plans won’t work because they don’t help you control your activities.

Instead, develop a specific plan. What does your day look like? What things must you prioritize?

Planning your day allows you to avoid the feeling of overwhelm and to find the energy to accomplish your goals. When you know that stress can affect sales, you can control your stress to increase your productivity.

Clarity returns. Ideas return. Energy returns.

Episode resources

Ericka recently blogged for us at The Sales Evangelist about the steps you can take to prevent stress from crippling you.

You may not realize you have some of the symptoms or their effect in your work and home life.

If you want to connect with her, find her at erickaeller.com, where she has a special opt-in available.

For those sellers who aren’t sure how to balance your sales schedule, The Sales Evangelizers group on Facebook is a great place to interact with sales professionals from many regions and many industries.

Our group online coaching program, The Sales Evangelist Hustler’s League, also provides an opportunity to interact with other sellers, and also provides weekly coaching sessions for sellers of all levels.

Our next group begins April 26, and we’d be honored to have you join us.

Audio provided by Free SFX.

TSE BLOG 021: 5 Ways to Prevent Stress From Burning You Out in 2018

Stress, Ericka Eller, Wellness, The Sales EvangelistWork-related stress is at an all-time high and progressing steadily. It has been estimated that 75-90% of patient visits to primary care practitioners are due to stress-related illness.* Stress and busy have become synonymous; while being touted as a badge of honor.

We have become a society that is always connected to technology, never taking a break for fear of missing out on something (FOMO anyone?). We have businesses to build, sales to make any connections to create. Who has time to stop and relax? The ironic part is that without the rest, our best efforts are ineffectual.

Stress causes fatigue, sleeplessness or over-sleeping, feelings of lethargy and depression, weight gain, headaches, muscle pain, digestive issues, low libido, increasing symptoms of PMS and menopause, irritability, poor skin and tissue health, hormone imbalance, chronic sickness, and the list goes on and on.

So if a person is suffering from these symptoms and has an inability to manage stress, how effective can they be in their daily work? We simply can’t do the great work we are passionate about when we feel terrible every single day. The question then becomes, how do we manage stress and prevent ourselves from burnout so that we can continue to build business and increase success?

Here are five strategies that will get you on the right track:

  1. Have a plan

Most people that struggle with feelings of overwhelm and stress don’t necessarily have a plan of action on how they will tackle the day. We may stroll into the office and get sucked into the email matrix for hours on end, responding to email, sending email, reading more email, responding and sending a bit more. Instead of doing the deep work that moves the needle in their business, we become daily email managers.

When working without a plan of action, it’s easy at the end of the day to wonder what in the world we accomplished. The best sales reps have a distinct plan each day. They know who they are talking to and the purpose of the conversation. There are outcomes from each activity that lead to achieving goals. To manage your day, use these tips to create a plan that will have you working with purpose.

  • Work with intention
  • Use a calendar or planner to stay on target for the day, week, month, and year
  • Work with an objective in mind
  • Plan each quarter backward from your goals.
  1. Prioritize your to-do list

It’s very easy (and normal) to brain dump all of the things we need to do each day and week on a list and hope for the best when it comes to accomplishing the tasks we listed. When the list is arbitrary and without focus, it’s hard to feel productive and easy to feel pressured. In order to conquer the overwhelm, start with three tasks on the list that you feel will push your business and success forward, rather than simply “busy work”.  Getting caught in the paperwork matrix distracts us from the deep work that generates revenue. While I could organize my desk over and over or arrange files and pens (ROYGBIV is how I roll), it doesn’t replace the activity of actually getting on the phone to talk to prospects or creating content for my programs. After I prioritize my to-do list, I use these prompts to move forward:

  • How much time is needed (realistically) to complete the task?
  • Add the task with the given time to my daily schedule to make sure that I have the dedicated time per task.
  • Focus on one task at a time (no multitasking) to maximize my attention and effort. The best work comes when the distractions are minimal.
  1. Delegate

As a first-born, I have held onto my responsibilities in a very serious way. Because let’s be honest, nobody can do things the way I can do them. I take pride in my work, I am very detailed and thorough. It just never occurred to me that someone else could help ease my burden. At the same time, I have felt resentful that I am doing all of the work. While in college, being assigned to a group was a nightmare for me. I loved being in charge and I took on way too much because I couldn’t leave my grade in the hands of a stranger.

Then I would be stressed out because I had so much to do. Change the scenario to marriage & family. I relish the systems I have in place and border insanity if someone in my family veers off from the way I do things. I want my kids to put the clean sheets on their beds yet when the bed covers aren’t as taught as I like them, I have to fight the urge to re-make the bed! Friends, if you are nodding your head right now in understanding, here is some sage advice. STOP IT. Seriously, save yourself from unnecessary anguish. There are people who love you and want to see you succeed; they want to help you in any way they can. Let them help and feel the burden of your tasks lighten.

  • Ask for help (and let out a sigh of relief)
  • Work to your strengths- these are things you should hang on to! This is your voice and your addition to your work
  • Pass things on which don’t require you personally to be accomplished-these are things that aren’t necessarily your strengths and can be better handled by someone else.
  1. Manage your health

This is the part that most business people push to the back burner, especially if you are pretty healthy, to begin with. When we get busy and put our heads down in our work, the last thing we think about is how much exercise we can get in and how many whole food meals we can consume. Yet, this is the part of our life that we should take the MOST serious. I have seen way too many executives that are on the verge of burnout because health has just not been the priority. Success is on the rise, so we continue to push harder towards greater success. Or maybe the numbers are not in alignment with the goals, so we drive ourselves to do more.

We start work earlier and stop later. We start losing sleep, become dependent on caffeine and sugar to keep ourselves awake, eat food on the go and at our desk or in our cars. It doesn’t take long to feel the energy drain and the chronic fatigue to kick into high gear. What you may not be considering when you tell your health to please hold, is that your health is what drives success. If you feel terrible, you can’t possibly do quality work. You don’t think clearly, you don’t have the extra drive to give when it matters, you miss details, you aren’t prepared or organized. You allow the competitor to have an edge because you are not at your best. To prevent the burnout, health must take priority. The good news is that wellness doesn’t have to be complicated:

  • Plan exercise at least three times a week (do anything you enjoy)
  • Plan your meals ahead of time-minimize sugar and processed foods
  • Sleep at least 8 hours a night
  • Schedule your wellness exams each year
  • Write in a gratitude journal each day, highlight things from your day that you are thankful for or which brought you joy.
  1. Rest and Restore

Rest is necessary to recover and revitalize. Planning rest time is just as important as planning your time to prospect. Make time in your calendar each week to do absolutely nothing that resembles “work”.  How each of us experiences rest will differ so try out new things and see how you feel. Some people love tackling home projects while others like to be outdoors to experience nature. Try these on for size to recover during your week:

  • Read a book
  • Work on your hobby
  • Take a walk, a nap or a bath
  • Have lunch with a mentor
  • Take a day trip or plan a long weekend

Grasping these five points will give you stronger business acumen and push burnout to the outer edges. Let’s take charge of our success by managing our stress and letting go of the standards that society says we must have in order to gain success.


Ericka Eller, Stress, Overcoming Stress, The Sales Evangelist About the Author: Erika Eller is a women’s wellness consultant. She leads women who struggle to find the balance between fitness, faith, family, and their career. Ericka empowers and encourages them to turn their fears into confidence while they slay that comparison monster. Learn more at www.erickaeller.com

Sales Plans, Goals, Mindset, Motivation, Gitomer, Jeffrey Gitomer

TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset

Sales Plans, Goals, Mindset, Motivation, Gitomer, Jeffrey GitomerDuring this episode, I was able to bring back on our VERY first guest, Mr. Jeffrey Giomer. He shared with us thought about effective planning, goal setting, and motivation. Listen to it and see how it can apply to you and your business.

Sales Process, Jamaica, Step by Step

TSE 739: Sales From The Street-“Step-by-Step”

Sales Process, Jamaica, Step by StepOn today’s Sales from the Street episode, I share our experience going to Jamaica, particularly, what it’s like literally selling on the street of Jamaica and how you can apply some of these strategies into your sales process.

Although everyone is selling the same thing what makes each shop different comes down to the individuals.

The 2 Types of Sellers

There are two types of sellers. The first one is the pushy type who wants the prospect to take the biggest bite at first glance. The other seller is someone who wants the prospect to take a step by step approach.

Step by Step Selling

So this lady in Jamaica did this step by step approach in selling.

First, she invited us to step inside the shop to go and look around. (This way you know their likelihood of purchasing goes up.)

Second, she recognized that as a male, I might need a wallet. So she gave me something she thought I would like and let me hold it. (Recognizing the pain.)

Then, she tried to convert us. Naturally, I asked for the price and she gave out the price.

The problem here is that I wasn’t in need of that particular product. But I realized this lady literally followed a sales process.

Another lady used this same process and we ended up buying things from her.

Lessons You Can Apply into Your Sales Cycle:

1. Let them know you exist.

Let them know there is a problem. What is the first step you should do with each of your sales?

2. Break down the things the prospect has to recognize.

Don’t focus on selling. Just set the appointment, Instead, sell the appointment. Then sell the pain and then from there you go on and on until you get to the product itself.

Focus on those simple steps and they will get your further than where you started.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Donald Kelly, Accountability, Sales Podcast

TSE 737: The Number One Reason Your New Year’s Resolution Will Fail

Donald Kelly, Accountability, Sales Podcast

It not unusual for people to make their New Year’s resolution. They jumpstart the year right and then towards the middle through the end of the year, the enthusiasm they had at the start of the year starts to dwindle and they’re back to their old habits.

We all have done it – falling short of accomplishing our goals. But if we do the same thing over and over, we will get the same result.

You need to do something different to get different results.

But the key what we are missing is accountability.


If you told someone your goal, the likelihood of you accomplishing that goal increases significantly.

Get an accountability partner. Find one or two individuals that have similar goals as you have and ask them to keep you accountable.

Have them follow up with you to see if you have accomplished that goal.

Mastermind is a perfect environment to have others push you along.

Breaking Down Goals at a Granular Level

Set short-term goals. Start at granular levels. How are you going to accomplish your goals? What do you need to do each quarter? And just focus on one quarter at a time.

Instead of focusing on the sale, just focus on the next thing. Just focus on what you need to do to get you to the next level – whether that’s to make a call or send an email.

Break down your goals further to granular levels – number of calls you need to make, number of appointments, etc. Once you’ve accomplished that small goal, you’re ready to move on to the next.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Joe Carlen, Donald Kelly, The Sales Evangelist

TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of Time

TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of TimeToday’s guest is Joe Carlen, Co-Founder of Value Guards, LLC and practitioner of business valuations, patent valuations, and marketing assessments. He is consulting for hundreds of entrepreneurs and companies over the past 15 years including Westinghouse and Unicom Technology. Joe is also the author of the book A Brief History of Entrepreneurship and today he shares with us the five mistakes entrepreneurs have made since the beginning of time along with some concrete examples.

Here are the highlights of my conversation with Joe:

5 Mistakes Entrepreneurs Made Since the Beginning of Time

  1. Imagination over execution

People have very innovative ideas and they fall in love with their product or service but giving less attention to the market and they may not be great at executing their wonderful concept because they’re either not selling it aggressively or they don’t have a market for it.


Phoenicians built the first intercontinental empire. They were very aggressive distributors and salespeople. They can create knock of art and even inferior quality to other civilizations but they would sell more because they have distribution centers and they sell very aggressively.

An industrial revolution in Britain with a whole series of inventor-entrepreneurs who have set the mold for the Steve Job’s of today. They basically invented things that transformed industries. Samuel Crompton had tremendous product innovations but he never panned it properly and he never promoted his invention properly. Whereas there were those who didn’t invent anything but were aggressive salespeople and became extraordinarily wealthy.

  1. Arrogance

In Ancient Rome, Patricians were the noble people and they looked down on hard work as well as entrepreneurship. The slaves then became the entrepreneurial class in Rome and eventually many of them became very wealthy and made their way to nobility. Another example is the early stages of rock and roll.

  1. Insufficient nerve or confidence

These are the people who don’t have the nerve to make certain leaps. An example that illustrates this is MercadoLibre, the eBay of Latin America. It was started by an Argentinian who studied business school in Stanford and one time he offered a venture capitalist lecturer a ride to the airport and actually pitched his product. Four days after, he got the seed capital for his business. That guy is now a billionaire.

Salesmanship and entrepreneurship tie in very strongly in this situation because learning how to handle rejection and embarrassment can make a huge difference on the entrepreneurial side.

  1. Insufficient financing

The reason English and Dutch merchant companies were more successful than the French merchant companies is because of financing. They would pool resources and get investors to commit different sums of money and they have a strong pool of investors.

Many entrepreneurs tend to overestimate the early stage sales potential of what they’re doing and tend to underestimate the potential expenses. So you have to be conservative when it comes to financing and make sure you have the requisite resources to make something working.

  1. Blurring the line between entrepreneur and manager

People who are gifted at innovation are not always gifted as selling, much less managing. Some people with innovator-type personalities just don’t feel comfortable with sales.

Very often, the entrepreneur is the visionary and sometimes let people take it off from there and others are good at coming up with an idea and building the business to a certain point but they’re not consolidators so an administrative takes over.

There are few Steve Jobs in the world who are people that are both great innovators and successful managers. So figure out your strengths and weaknesses and bring on the right complementary people.

Joe’s Major Takeaway:

Make sure your vision has realistic a plan behind it as much as possible. Be able to translate it into something that is practical and has the right financial and human resources behind it.

Episode Resources:

Check out Joe on www.value-guards.com.

A Brief History of Entrepreneurship by Joe Carlen

The E-Myth Revisited by Michael Gerber

Join the TSE Hustler’s League.

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Pre Call Planning, Donald Kelly, TSE Hustler's League

TSE 610: TSE Hustler’s League-“Pre-Call Planning”

Pre Call Planning, Donald Kelly, TSE Hustler's LeagueOftentimes, many sellers overlook the importance of pre-call planning and you can’t just wing this part of the process.

Today, we’re pulling another snippet from one of our sessions over at the TSE Hustler’s League. Last week, we spoke about issues causing bad close rates. Today, we dig into the fundamental topic of pre-call planning.

This semester of the TSE Hustler’s League, we’re focusing on how sellers can become more buyer-focused and how they can increase their win rate by guiding the buyer through their journey.

Things You Can Include in Pre-Call Planning Outline:

  1. What did I notice about their company?
  • Sit down and look at your CRM and look at the information. Don’t go overboard and try to find everything about their kids. Don’t go into their personal life and get all of the details.
  • Utilize Twitter, LinkedIn (especially when you’re selling B2B), and Facebook to find information about the business.
  • BBB (Better Business Bureau) is also a great place to look into as well as Glassdoor to see what people within the organization are saying…
  • Your research should help you figure out how you can connect with the individual. Recognize something they’re doing right now. What can you do to build that rapport with them?
  1. Understand the purpose of the call.
  • You need to understand the purpose of the call before you jump on the call. They look to you as a guide so if they don’t have that information, the call is not going to progress well.
  • Find out if it’s a call to clarify, close, or move the deal forward to the next step, or whatever your process is.
  1. Find out their role.
  • What are their influence capabilities? Are they the decision-maker? Are they the influencer? Or are they the end-user?
  • There are two reasons people make a buying decision. They’re either trying to fix something or gain something.
  • You need to understand the person’s buying motive. What does he have to gain or what does he have to lose?
  • How is success defined for their role? Know what’s important to them and it becomes the most important thing to you now. Figure out how you can help them to do so. Do all you can to tailor your presentation around them.
  • Later on, find out who else do you need to bring into the team.
  1. How do they make money?

Figure out how your prospects make money each time. Also, find out how they lose money. If selling to consumers, show them ways they’re losing money and figure out how you can make them understand three simple ways they might lose money.

  1. How can your product or service specifically help this client?
  • Goals
  • Plans
  • Challenges
  • Time
  • Budget
  • Consequence
  1. Recap the next step

Recap the appointment and the next step. Talk about setting the next appointment and reconnect from the beginning to the end.

Episode Resources:

Join the TSE Hustler’s League.



Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Allen Brouwer, Donald Kelly, The Sales Evangelist Podcast

TSE 591: Getting Your Motivational Level Up

 Allen Brouwer, Donald Kelly, The Sales Evangelist PodcastWe’re basically in the middle of the year, how’re your sales going? Are you slowly finding yourself in a rut? Especially, if you’re not where you want to be at this point, this episode is going to help lift your spirit up. Allen Brouwer is going to talk to us about motivation and setting goals.

Allen is the co-founder of BestSelf Co., dedicated to helping people become the best version of themselves through productivity, performance, and positivity.

Here are the highlights of my conversation with Allen:

Don’t be inundated with the news.

  • Only consume a bite-size portion of the new. A lot of them are made-up propaganda to capture your attention.
  • Allen uses Amazon Echo that features flash news briefings without going down that rabbit hole of being inundated with all the propaganda and nonsense.

The Feast and Famine Cycle of an Entrepreneur

Allen walks us through that time when he had -$44 in his bank account and swore he will never be in that situation again. That was the turning point of his life.

Strategies to get out of your own rut and keep that positivity:

  1. Change your mindset.

Realize that the only person who can change this situation is yourself. Do everything in your power to get yourself out of the situation.You can’t rely on anybody else but you.

  1. Have a morning routine.

Start your day off on a positive flip to set yourself up for success. Through research, mentors, books, and seminars, Allen found that a lot of successful people have a morning routine. This is something you do each morning that you have on auto-pilot that covers your mental, physical, emotional, and spiritual well-being, all in the morning. That way, you’re not worried about it later on in the day and just focus on work and getting everything you need to get done throughout the rest of the day.

  1. Write down your goals each and every day.

When you do this, your subconscious can pick up ideas of how to get to that goal whether you know it or not. Plus, New York Resolutions don’t work. So how do you get out of that procrastination mindset?

Change how long the goal setting process is. Thirteen-week is ideal which is roughly 3 months and it’s one-quarter of the year. You can base your business based on quarterly results and outcome.

  1. Set a 13-week goal and work your way backward.

This way you’d know what you have to do each and every day to get there. The reason we do 13 weeks is that it’s far enough ahead where we can make progress on it and close enough where we can see the end in sight. So there is no time to procrastinate because it’s too close but it still gives us that runway to pick up some steam and some momentum.

  1. Establish your baseline and deconstruct it backward.

If you’re just starting out, take action and figure it out. But if you already have an established business and you know what your baseline line, that helps tremendously. Then set x number of clients by the end of thirteen weeks. How many consultations does it take you to close a client? Then how many phone calls do you need to have in order to book those consultation meetings. Now you know how many phone calls are needed to get those number of consultations in order to get the x number of clients you need.

Reverse engineer that back even further to how many phone calls you need a minimum to make each day to make that number of clients.

Allen’s Major Takeaway:

Believe in yourself. Take 100% control of your life because you’re the only person who can do it. Be positive. Put together a plan for what you want your life to be and then surround yourself with the people that will help you get there. Have all these and you can do whatever you want, whenever you want, how often and however much as you want. That’s a life of abundance.

Episode Resources:

Find out more about Allen on www.turnonthehustle.com and this will lead you to his free private group and visit www.BestSelf.co or connect with him on Facebook.

Join the TSE Hustler’s League. Register today and be a part of our upcoming semester focused on closing and being buyer-centric.

Amazon Echo

The Miracle Morning by Hal Elrod

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Focusing, Donald Kelly, The Sales Evangelist Podcast

TSE 562: Focus on Your Essential Product or Service

Focusing, Donald Kelly, The Sales Evangelist PodcastI recently read this book called Essentialism by Greg McKeown and the idea is about disciplined “pursuit of less”. This is built around the context that when you do less, you gain more.

Sure, you can try to sell all products but these products have their own buyer persona. As a new SDR, imagine how complex this can be. Instead, how about just focus on that product that matters the most to your organization?

  1. Focus on only one product.

Take your flagship product and teach them on that. Make your team become experts of that one particular product. This is something that gives you the most leads, something that generates the most money.

  1. Diversify the members in your team.

Have one particular individual focus on only one or two buyer personas so they can have meaningful conversations. Most sales reps flip from one buyer persona to another and try to sell to each one of them. Eventually, the more conversations they have, the more burned out they’d get and they eventually become experts of none.

  1. Focus on what brings you the most results.

Find that most essential product you have to sell and eliminate the ones you really don’t need to push and just put them on the backburner. Identify the product which gives you the most revenue and focus on that.

  1. Structure your day.

Especially if you have multiple products to focus on, structure your week in such a way that, for instance, you focus on product A on day one and then focus on product B on day two and so on. Or perhaps structure your day in a way that you focus on one product at a time. Multitasking does not work. Hence, you can only maximize your result if you focus on just one thing at a time.

Episode Resources:

Essentialism by Greg McKeown

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, The Sales Evangelist, New Year Sales Goals

TSE 472: How to Prepare for 2017

Donald Kelly, The Sales Evangelist, New Year Sales GoalsNow we’re prepping for 2017 and doing our final touches to bring out the new year, bring in the hustle, and start implementing the things we need to do to bring the whole sales team to a whole another level.

Today, I’m going to share with you some thoughts and insights into how you can implement some of the great principles you’ve learned from 2016.

  1. Learn from the successes and challenges you encountered.

What are the challenges that you’ve encountered in 2016? Or what are some things you will do in 2017 to continue to implement the successes you attained in 2016?

  1. Focus on your ideal customers.

Look at your ideal 100 customers. Hone down on certain industries that you can become master at and not just be a jack of all trades. Name the top 5 industries that buy your product. Go to those industries that make up 30% – 50% of your clients.

Look back and think about what can you tweak from those ideal customers. Which industries did you sell to the most and what did you learn about them? Their likes, their dislikes, the content they consume from you, etc. Identify the roadblocks which you can eliminate in 2017.

“Take some time to reflect and prep.” Reflect on 2016 and prep for 2017!

  1. Start with the end in mind.

Start with the end in mind and work backwards from that. What do you need to do to hit quota? Identify your first step and then work backwards and keep working backwards until you get to the starting point.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, Travis Thomas, Do BIG THINGS, The Sales Evangelist

TSE 437: Start Small & Focus If You Want To DO BIG THINGS!

Donald Kelly, Travis Thomas, Do BIG THINGS, The Sales Evangelist This past weekend, we did the Do Big Things Conference which was a tremendous success. And I know we all want to do big things in life, be it in your personal life, career, or in terms of creating a massive in impact on the world. Now, I’m going to tell how all this came about and how this ties back to sales… how you need to FOCUS and how being relentless towards your goals can yield amazing results!

April 2016

Travis Thomas and I got introduced to each other and connected from there. While I had the goal to put on an event, he had the same desire. So went out in search of the  perfect venue. We found this place, Emko, a unique, creatively designed resto which was not your typical conference venue. It was more expensive, sure. But we wanted to create an ambiance that gave more excitement and oomph!

The Challenge of Raising the Funds

Raising money for the conference was pretty challenging. We wanted the community to get involved and a lot of people have donated (shout out to all you guys who have made this rockstar event, not just possible but a sweet success!)

Event Structure

We didn’t just want it to be full of lectures so we had breakout sessions and masterminds so members can gather in small groups and discuss things they’ve learned and how they’re going to apply it into their business.

The Benefits of Joining a Conference

  1. Gain great information
  2. Connect with the right people and build relationships

More challenges we met along the way:

  1. Time constraint

Again, we had this whole thing conceived back in April so we basically only had 6 months to put this together. Not a lot of ramp up time. The sponsors we had expected to help but for some reason weren’t able to and lost them.

  1. Not enough sign-ups

We weren’t getting the sign ups we wanted at the right time. That was absolutely scary!

So Travis and I just thought about backing out and canceling the event. But I thought of putting down this event on November 4 and make it happen. We’re just going to hustle and do everything we can to make sure we get people to attend the event and take part in it.

Strategies (we’ve done for this event) which you can apply to sales:

  1. Write down the date of the event.

Write down a particular date and what is your pipeline going to look like at that point? How much income are you going to have? How much revenue are you going to generate. From here, work backwards.

  1. Personal invitation is a huge part.

Write down names of individuals, people in your community, and folks you can get connected with and personally reach out to them. That was a huge factor because people started coming in and signing up.

  1. Get with like-minded people or communities.

There might be people in your industry with complementary businesses that you haven’t cross-pollinated with who could help. So we found local meetup groups that had people who were interested in joining the event and they started inviting their people to our event. Now we started more traction.

  1. Let thee be known.

We printed out flyers and distributed them out to people around the area. We did Facebook marketing and a little bit of everything. At the very end, we didn’t hit the 100 people which we had targeted but 70 people registered. All of them did not make it to the event but the key was to scale back the event from a 2-day event, we came back down to a 1-day event but we made sure it was jampacked with helpful content.

Was it a success?

We didn’t necessarily hit our 100% goal but instead of giving up and canceling the event mid-way, we didn’t let that happen. We decided to stick it out and WE MADE IT HAPPEN!

These are the things that we succeeded on:

  • Creating an avenue people loved…
  • Generating an ecosystem of doers…
  • Creating local meetups…

Today’s Major Takeaway:

When you plan and take action on a specific outlined desire, you will see significant results. Consistency is key. Most importantly, make sure you have the guts, you’re determined, and push through. Make sure you follow through and be consistent. Put the right habits in place.

Episode Resources:


The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Daily Planning, Calendar, Donald Kelly, Sales Coaching

TSE 345: TSE Hustler’s League-“This Calendar Thing Worked”

Daily Planning, Calendar, Donald Kelly, Sales Coaching

Are you really selling as a sales rep? How much of your time do you really spend on actual selling? A study done showed that sales professionals spend an average of only about 39% of their time on actual selling.

Today, I’m going to share snippets from two of our sessions over at TSE Hustler’s League where I talked about how to focus your time on selling as well as how Martin Clay, one of our members, has implemented it. You don’t want to miss this episode!

Here are the highlights of today’s episode:

Different areas of a seller’s job:

  • Prospecting
  • Actual selling
  • Customer service
  • Administrative work/planning
  • Meetings

How to focus your time more effectively on selling:

  1. Write down activities that you can put under the areas mentioned above.
  • What are you doing on a daily basis to prospect? (Making phone calls/emails, sending out messages on social media, etc.)
  • What are things you’re doing when you’re selling? (Phone/face-to-face meetings, demonstrations, etc.)
  • What admin tasks do you have to do? (Proposals, quotes, paperwork, confidentiality agreements, etc.)
  • What meetings do you have on a weekly basis?

Listing all this allows you to be more mindful of your schedule as a seller and realize how much time you’re spending on a specific thing like emailing and whether you’re falling into a trap with them.

  1. Literally schedule out your day and break them into sections.

Do this so it doesn’t suck away from your time and gain more people into your pipeline. I let them give a quick peek into my own calendar to show them how I have broken down my time for each of the tasks I need to do and set them into specific blocks.

Once you do this, you get to hyperfocus your time and spend the next certain allotted minutes for that certain task.

  1. Take ownership and make sure you’re doing selling-related activities.

Don’t be distracted. If you’re not tracking it then you will not know what you’re doing and won’t realize how only little of your time is spent on selling. Take the time to sit down and look at your schedule and what you’re doing. Focus on putting those things at the right place and at the right time.

Results one of our members saw from practicing this a week later…

  • Organization – Becoming more organized – from chaotic to scheduled
  • Mindfulness – Becoming more mindful – not forgetting anything. Having a calendar serves as your task reminder especially when doing follow ups
  • Focus – Becoming more focused and not burnt out

Episode Resources:

Kevin Kruse’s book 15 Secrets Successful People Know About Time Management

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.


The Sales Evangelist, Donald Kelly, Donald C. Kelly

Ben Brown, The Sales Evangelist, Donald Kelly

TSE 344: Sales From The Street-“Ask Questions”

Ben Brown, The Sales Evangelist, Donald KellyToday, we’re going to talk about the power of qualifying, which means asking questions and asking the right questions so you become more efficient and you save much wasted time out of failing to ask. I’m bringing in Benjamin Brown on the show. Benjamin is the owner and CEO of 360 Sales Consulting where they teach small businesses and entrepreneurs how to create and generate more funds by selling more effectively. He is a coach, a keynote speaker, and author of the book Master the Art of Closing the Sale.

Here are the highlights of my conversation with Ben:

Ben’s biggest sales struggles:

  • Lots of wasted time
  • Being more efficient
  • Being able to put a process in place

What Ben did to overcome his struggles:

  1. Qualify.

Many people do not ask enough questions. But you have to drill the questions.

  1. Practice.

Sales is a skill and any skill needs to be practiced. Practice not just by reading it but practicing it with someone else like a co-worker or a boss or a spouse or record yourself on your phone. Don’t practice on your customers.

  1. Make sure you pitch to a decision-maker.

Make sure the person you’re pitching to is a decision-maker. Do not assume.  Have a checklist as you’re doing it.

Episode Resources:

Connect with Ben through his website www.360salesconsulting.com or send him an email at ben@360salesconsuilting.com or @team360sales on Twitter and Instagram.

Check out Ben’s book Mastering the Art of Closing the Sale

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Professional, Daily Planning, New Salesperson, Donald Kelly

TSE 329: Sales From The Street-“Theme Your Days”

Sales Professional, Daily Planning, New Salesperson, Donald KellyThere are days when we feel we really haven’t done anything for the day, didn’t get any prospect in, running around doing stuff, and working on paperwork, and on and on and on. Can you relate to this? Well, I’ve got a solution for you.

It’s about learning how to theme your days. So today, I’m sharing with you some things that I had struggles with and how I was able to overcome those so you can learn from them too, and most importantly, apply them into your sales process.

Challenge #1: Wearing multiple hats

You do prospecting, closing, and account management. Basically, you’re required to do more. So if you have issues from clients, you find yourself distracted from prospecting. You end up working with old stuff and you’ve got nothing new in your pipeline.

Solution: Get into the routine of prospecting. Prospecting needs to become a habit. It needs to be a part of every single day or week. You have to build it into your routine.

How you can do this effectively is to specifically theme your days.

Here is an example of a themed week:

Monday: Meeting and preparation for the week

Tuesday and Wednesday: Prospecting

Thursday: Client meetings

Friday: Things to wrap up the week, deals need to be closed

Today’s Major Takeaway:

The more you focus and theme your days, the bigger the difference. Focus on those themed days and then break down each day into time periods. The whole concept is to focus on prospecting.

Episode Resources:

TSE 74 Interview with John Condry

15 Secrets Successful People Know About Time Management by Kevin Kruse

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Lucas Barra, Donald Kelly, The Sales Evangelist, Entreprenure

TSE 303: Sales From The Street-“Think and Act Like an Entrepreneur”

Lucas Barra, Donald Kelly, The Sales Evangelist, Entreprenure One defining trait among highly successful salespeople is their ability to think and act like entrepreneurs. I’m bringing in Lucas Barra today as we talk about why you need to think and act like an entrepreneur and how that can be done through some simple steps.

Lucas runs a podcast and coaching service called DreamChasers where they help people turn their dreams into reality. Whether in terms of monetizing their passion or taking their sales career to the next level, he helps people create the best version of their lives.

Here are the highlights of my conversation with Lucas:Lucas Barra

Why sellers need to think and act like entrepreneurs:

  • It enables you to relate to what entrepreneurs are going through.
  • You get to talk to them at a level that they understand.
  • Doing something that’s really yours allows you to understand the entrepreneur’s mindset.
  • Read books like The 4-Hour Workweek and get in their world.

How you can act and think like an entrepreneur:

  1. Get to know some entrepreneurs

Make a list of 2-3 entrepreneurs and talk to someone in that space.

Get to know their challenges and understand how they got to where they are.

  1. Start a passion project.

Think about what you really like to do and start doing something that makes it your own.

A look into Lucas’ entrepreneurial journey…

Struggles he faced:

  • Taking his business too fast than he should’ve
  • Not wanting to deal with his problems

Challenges in coaching:

  1. Fulfilling clients’ expectations

Creating the process and bringing them value that they deserve

  1. People saying ‘no’ to him

You don’t enjoy it but it’s something you’ve got to learn to cope with

Some things he learned:

Own up to your problems and challenges in your life

His struggles as a blessing in disguise to help him become better

Lucas’ Major Takeaway:

When you change your mindset and accept responsibility for wherever you’re at with your sales quota or business then you are ready to start hitting out of the park. Making excuses takes you out of the position of power. Take ownership of yourself and your problems because it’s where you have the most power.

Episode Resources:

Connect with Lucas by email: schoolofdreamers@gmail.com

DreamChasers podcast

Visit their website www.schoolofdreams.co

Josh Trent from Wellness Force podcast

Tim Ferriss’ book, The 4-Hour Workweek

Lewis Howes’ podcast School of Greatness

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Kevin Kruse, Time Management, The Sales Evangelist, Donald Kelly, THe Best Sales Podcast

TSE 266: 15 Secrets Successful People Know About Time Management

Kevin Kruse, Time Management, The Sales Evangelist, Donald Kelly, THe Best Sales Podcast Having time management and productivity issues? Well, our guest today, Kevin Kruse has this to say, “We can’t manage time but we can manage our attention, our energy, and our focus.”

Kevin Kruse is a serial entrepreneur turned writer and speaker who is passionate about productivity and leadership. In this episode, Kevin discusses some important aspects in his recent book, 15 Secrets Successful People Know About Time Management. Kevin interviewed four groups of people, specifically billionaires, Olympians, students, and entrepreneurs, and he found some commonalities of productivity habits among them.

The things and insights you can glean from this episode might actually surprise you! So listen in to help you get started and become more productive.

Here are the highlights of my conversation with Kevin:

What he learned from Mark Cuban: The evil of meetings

Not an efficient way of communication

Meetings are worse than phone calls. Phone calls are worse than emails. Emails are worse than text messages.

Meetings are killers in terms of productivity

Stop doing a to-do list! Work from your calendar.

  • A 2014 study showed that 41% of to-do list items are never completed and 50% of the items on our to-do list we put it on the very same day
  • Understand what you value and time-block that.
  • Time-block in 15-minute chunks. Map out your calendar ahead of time.

Handling emails:

Kevin’s 3-21 email technique:

  • 3 times – Doing the email process three times a day.
  • 21 minutes – which means 20-25 minutes of email time
  • Set a goal of zero inbox as much as you can.

Follow the 4D’s:

  • Delete
  • Delegate
  • Do it quickly (in less than 5 minutes)
  • Defer (schedule time by turning the email into a calendar event)

Treat emails like any other task and not as a means to procrastinate.

Time is the most valuable asset.

  • Be willing to say no to certain things.
  • Work smart, not hard.

How to remember and apply these productivity habits: [E-3C’s]

  1. Energy

Maximize your energy. We can’t manage time but we can manage our attention, our energy, and our focus. Start with the fundamentals. Rest, eat healthy, and exercise.

  1. Capture

Capture everything into a notebook. Don’t try to remember things. Write it all down.

  1. Calendar

Work from your calendar. Don’t put tasks on your to-do list. Put it on your calendar to help you become more realistic about getting things done. Say no to things you don’t have the time for.

  1. Concentrate

Concentrate during your working jam sessions.

One more thing…

Drop – Delegate – Re-design

Kevin mentions a Harvard experiment wherein four activity trainers went to companies talking employees into looking at their calendar per week and asking themselves three questions:

  1. Drop – What would happen if you just dropped it?
  2. Delegate – Who else can maybe do it?
  3. Redesign – If you can’t delegate it, redesign and ask:
  • How can the same outcome be achieved in less time?
  • What would you do with it if you only had half the time?

Just by doing this, people are able to save an average of 6 hours of desk work and 2 hours of meeting time every week. Take the time to pause and be thoughtful before diving into your routine.

Connect with Kevin by sending him an email at kevin@kevinkruse.com

Episode Resources:

Check out Kevin’s book, 15 Secrets Successful People Know About Time Management
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Us Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Work-life Balance, The Sales Evangelist, Donald Kelly, Sales Podcast

TSE 262: Sales From The Street-“Work-life Balance”

Work-life Balance, The Sales Evangelist, Donald Kelly, Sales Podcast Work-life balance is a myth! And we have Devon Bandison on the show today to debunk that.

Devon’s career started in New York City, developing programs for at-risk youth and first-time fathers. Devon’s passion for leadership development led him to eventually start out his own business as a life and business coach where he works with dads helping them become leaders as well as working with businesses, enterprises, entrepreneurs, and salespeople; hence combining the two things Devon loves the most: fatherhood and leadership.

Here are the highlights of my conversation with Devon:

Debunking the myths about:
1. Work-life balance.
Don’t look at it as a balance where you try to scale it. Explore better ways to integrate life and work as well as achieve satisfaction and fulfillment.

2. Work is more important than your life.
What we do today is our life’s work

Four areas of your life that you need to look into:

  • Home
  • Work
  • Self
  • Community

Strategies to Integrate Life and Work:

1. Identify the things you value the most.

  • Take five days and put a percentage on these four areas.
  • Put the percentage of time you’re putting into those four domains.
  • What usually happens is the things they say they value the most, they’re not spending the most time with so it’s not equaling out.

2. Create a routine that fills your own cup.

Build a routine into your day. Give yourself a time to replenish yourself so you can give people the best.

The cup and coaster analogy:
Salespeople are always out there serving and hustling and filling people out of their cup. The cup eventually becomes dry and burnt out. In your routine, fill the cup so much that you’re feeding people not from your cup but from the overflow of your cup, from the coaster underneath your cup. So focus on your nutrition. Go to a gym and create a daily routine out of it.

3. No blending.
Don’t blend work with family and vice versa unless it’s an emergency.
Draw up what a successful day looks like. Write down 7-10 things where you’re at your best. As a sales professional, you have to be your best customer. If you don’t take care of yourself, you’re not going to serve in the long run

How much of your day is spent on pay time? Practice what you do everyday to become an expert in that field and have it become a part of you.

Devon’s Major Takeaway:
Take the time to give yourself the gift of your own attention. Fill that cup and go out there and create things from the overflow of your cup to create the satisfaction and fulfillment you want.

Connect with Devon on Twitter @devonbandison, Facebook and Instagram or check out his website at www.devonbandison.com

Episode Resources:
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Check out Kevin Kruse’s book The 15 Secrets Successful People Know About Time Managemen


Join Us Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist, Donald Kelly, Sales Podcast, New Business, Customers

TSE 246: How To Balance New Business v.s. Current Customers

Donald Kelly, New Business, Referrals, The Sales Evangelist PodcastCan you actually balance handling current customers and new accounts? Of course you can! Challenging? Yes, but if you’re able to get your focus on the things that need to be done to do both, then anything is possible! So let’s get down to business.

New businesses or existing business? Which do you focus on?

  1. Determine where you’re getting the most money from.

New businesses:

Cost to get a new customer (time, money, and trust)

Current customers:

Existing trust and relationship (don’t have to go through a budgeting process)

  • Find anyone in your company that can assist you in finding opportunities for current customers.
  • Weigh out the pros and cons of each and figure out the best place.
  1. You can do a combination of both new accounts and existing customers.

The key is on planning. Plan out your month in a way that you’re able to focus and plan for each account.

  1. When you call into an account regularly, be sure to address their challenges that may come up.

Work with other people in your department (e.g technicians, project managers) to help you alleviate some of those challenges. Communicate with other departments to learn and find challenges and overcome them altogether.

  1. Structure your day.

Manage your time and establish a structure so it’s easier for you to maintain and manage your accounts.

How to Gain New Businesses as You Work With Your Current Customers:


Recognize people that your existing customers know that are of interest to you and that you need to be introduced to. To help you learn more about this, watch this free video training on how to get 50% more referrals.

Referrals, New Business Development

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join the TSE Hustlers League. This month’s focus is about getting the proper mindset, goal setting, getting pumped up, and motivation.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist Podcast, Donald Kelly, Ben Clumeck

TSE 243: Sales From The Street-“I Just Need A Break”

Ben ClumeckGracing today’s episode on Sales from the Street is Ben Clumeck. He is part of our Facebook group, The Sales Evangelizers, where he shares tons of value, thoughts, and insights which he will bring on the show today.

Ben has been in the commercial insurance industry for 17 years and has been a top producer year after year until he finally got himself into a slump a couple years ago. Let’s find out how it affected his life, what he did to overcome his challenges, and how important relaxation is to help anyone get back in the game.

Here are the highlights of my conversation with Ben:

The main challenges Ben faced in his selling career:

Got into a slump two years ago and carrying it over into his personal life

Strategies Ben used to up his game (which you can do too):

  1. Take a vacation.

So Ben took a weekend off to Hawaii, the first time in 15 years that he has taken a solid 10-days off. Wow! Coming back from vacation, Ben got back to work, picked up the phone, made his first ten calls, and got three appointments. What that vacation brought him was the much-needed time for himself to relax and really reflect on what’s the most important thing in his life.

You don’t have to go far to take a break. Go to the beach. Visit a relative or friend. Spend time in nature. Whatever it is that you need to do, what matters is that you’re able to break the monotony that you’re stuck into.

  1. Have the “I” mentality.

Own up to your mistakes. The one thing you can control in life is yourself. You have the ability to make changes for you.

  1. Map out your goals.

Sit down and map out not only your long term goals, but also your medium-term and short-term goals. To achieve success, always put a date by all of the goals.

Ben’s Major Takeaway:

Stay positive to yourself.

Connect with Ben on LinkedIn.   


The Sales Evangelist, Donald Kelly, Donald C. Kelly


Sales Goals, Donald Kelly, The Sales Evangelist, Sales Podcast

TSE 241: Setting Goals And Making Plans For 2016

Sales Goals, Donald Kelly, The Sales Evangelist, Sales Podcast “Setting goals is the first step in turning the invisible into the visible.” – Tony Robbins

Too many people set great goals, but then nothing happens in the end. So as you’re preparing your new year’s resolutions, I want to share with you some things that you can implement to help you in making sure you accomplish your goals.

  1. Track what you do for a week.

On a piece of paper, write down all the activities that you do for a week. Then you’ll discover the things you’re doing and have an inventory of your activities.

  1. Write down your goals.

Look at what you want to accomplish. What are your goals? Whatever your goals are, compare and contrast them to what you’re doing now. You might see you’re forming bad habits in the activities that you’re doing therefore wasting your time on and which you need to eliminate or eradicate. The more you understand what you’re doing, you get to identify what you need to stop doing or start doing.

  1. Identify what you need to do to accomplish those goals.

What are the tasks, responsibilities, or key indicators that you need to do in your day to accomplish your goal? What are you doing now to accomplish your goals? Write these down. Take these things now and implement them into your schedule.

  1. Focus on the most important things that you need to do.

Look at things you don’t need to do and give those to someone else who can do it for you. Focus on the things that you need to do and put them on your calendar.

  1. Be diligent on those things that you need to do.

Find your plan. Set your plan. Work your plan. Do those things that are most effective to accomplish those goals. You may not accomplish them right away so be consistent in working your plan and be diligent at it.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Androidn, Kindle, or mp3 player.
Peter Voogd’s book, 6 Months to 6 Figures

Join Now! 

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Donald Kelly, The Sales Evangelist Podcast, Sales Training Podcast

TSE 170: The Crippling Effect of Having Too Much To Do!

Donald Kelly, The Sales Evangelist Podcast, Sales Training Podcast Do you often feel overwhelmed with everything that you have to do that you end up not wanting to do anything, or worse, things don’t get done at all? Well, you’re not alone.

As a salesperson, you basically wear multiple hats doing the lead generation, development, selling, networking, customer relationship and management, and I could go on and on. Now this all leads to a crippling effect, which is quite a common problem among many people in sales.

The solution is simple – PLANNING.

The primary thing you have to do is to plan out your week.

The more you have things planned out, the less likely that you’re going to expect surprises. Plan out your week at least a week ahead (the major ones at least).

Other things to keep in mind when planning:

  • Have an “X” amount of appointments set for the upcoming week. Remember that appointments turn to deeper discussions that turn to demonstrations that turn to BUSINESS!
  • Plan out what networking events you’re attending or prospecting opportunities you need to take advantage of.
  • List the key indicators you need for your success.
  • List the 3 top things/missions you need to get done that day. Write them on paper.

Do you have a plan? Let me know and find me on Facebook. Check out our Facebook group The Sales Evangelizers. Let’s chat!

Rory Vaden, Ultra Performer, Procrastinate

TSE 109: Become An Ultra Performing Seller By Procrastinating on Purpose

Rory Vaden, Ultra Performer, Procrastinate

Folks… get ready to be BLOWN AWAY! I’ve got to warn you ahead that this episode has got loads (and I mean LOADS) of information that you can take away from and apply, not only to your own business or job or career, but in all other areas of your life. I personally have tried out some of the strategies mentioned here. They absolutely work! (Not to mention that this has made my life much more productive and easier.) And so, I want to share this with you.

Today’s guest is Rory Vaden, co-founder of Southwestern Consulting and is the author of New York Times bestseller Take the Stairs. Rory shares with us a load full of crisp, golden nuggets including some insights into “taking the stairs,” overcoming procrastination, and multiplying your time, which are all essential elements that have been incorporated into his new book Procrastinate on Purpose: 5 Permissions to Multiply Your Time.

Here are the highlights of my conversation with Rory:

Rory’s coolest sales experience as the customer: The Nordstrom Experience

What inspired him to write his book Procrastinate on Purpose:

  • Time management as the number one thing their clients struggle with
  • Over 900 active coaching clients at Southwestern Consulting

Learning from a 2-year old that led to 2 unique parts of the book:

  • EMOTION: Time management today is emotional.
  • SIGNIFICANCE: Making decisions based on significance – How long does something matter?

How to multiply your time: The Significance Calculation

“Give yourself the emotional permission to spend time on things today that create more time tomorrow.”

3 Types of Procrastination:

  1. Classic Procrastination – consciously delaying what we know we should be doing
  2. Creative Avoidance – unconsciously filling the day with menial work or trivial work because of distraction; evident in many salespeople
  3. Priority Dilution – interruption (either consciously or unconsciously); affecting the chronic over-achievers

The essence of Procrastinate on Purpose: Giving yourself permission to say no to the urgent things that are insignificant so you can say yes to the things that are significant

Ultra-performers or Multipliers vs average individuals

The Focus Funnel

A visual depiction of the thought process multipliers use to evaluate what really is significant and what isn’t

The Parts of the Funnel

  • Top, wide part: Eliminate
  • Middle:  Automate – the permission to invest
  • Bottom: Delegate – the permission of imperfect

How it works:

  • Can it be eliminated? If not, can it be automated? If not, can it be delegated?
    1. If a task cannot be eliminated, automated, or delegated then it falls out to the bottom of the Focus Funnel.
    2. At that point, you know there has a task that must be done and it must be done by you, which leads to one remaining question:
  • Must this task be done now or can it wait until later?
  1. If the task must be done now: Concentrate (the permission to protect: focus and disallow interruptions)
  2. If the task can wait until later: Procrastinate on Purpose (POP-ing: POP (Procrastinate on Purpose) the activity back to the top of the funnel entering into a holding pattern as it cycles back through the funnel until one of the four things will eventually happen – eliminated, automated, delegated, or concentrate)

The Significance Calculation

When it comes to delegating, what drives most of us is emotion.

Eliminating the limiting belief of “No one’s going to be able to do this well as I can.”

Deconstructing and breaking it apart

The Short Cost to Living in a Shortcut Society

A “take-the-escalator mentality” is dangerously pervading into other areas of our life and we start to embrace the idea that things should be convenient.

“Enjoying it isn’t a requirement of doing it.”

Dodging the things we need to do in avoidance of making sacrifices or experiencing the pain upfront

The Pain Paradox

Easy, short-term choices lead to difficult, long-term consequences. Meanwhile, difficult, short-term choices lead to easy, long-term consequences.

“You always pay a price. You either pay the price now, today. Or you will pay it later with interest. Procrastination and indulgence are really nothing more than creditors that charge you interest.”

“Procrastination is the most expensive, invisible cost in business today… and can be the natural by-product of living in a shortcut society where we live in a world of escalators.”

“The shortest, most direct path to the easiest life is based on doing the hardest parts of things as soon as possible.”

Find out more about Rory’s amazing books:

Current projects Rory is working on:

    • Procrastinate on Purpose
  • Another book in the works!

Check out Rory’s free one-hour webinar to get a visual of the Focus Funnel and he’ll walk you through it over at www.procastinateonpurpose.com

Rory’s Major Takeaway:

When you make the “significance calculation” and you start thinking a longer term the way that multipliers do, you really can multiply your time. The way that you do that is by giving yourself the emotional permission to spend time on things today that give you more time tomorrow.

“No matter who you are, how long you’ve been doing what you’re doing, success is never owned. Success is only rented… and the rent is due everyday.”

 Check our Rory’s books:

Visit Procrastinate on Purpose for a Free video webinar to learn:

5 Ways To Multiply Your Time Discover How the Greatest Leaders in the World Think Differently about Time

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