Planning Session
I’m a subscriber to Anthony Iannarino’s weekly newsletter and receive these emails every Sunday. I got this one yesterday and asked Anthony if I could share it with you. Thanks for allowing me to share, Anthony! (I urge you to become a subscriber, too. You won’t regret it!)
– Jeff
That’s it. It’s over. The first week of 2014 ends today. You are now down to 51 weeks. What are you going to do with them?
Here are a few big ideas you can use to make sure you invest your time in achieving the results you need this year.
Sunday (Monday) Planning Session
If you are serious about productivity and serious about reaching your goals, then sitting down with your calendar to plan the week ahead is a critical activity.
I have two Sunday rituals around planning. First, my wife and I go to breakfast everySunday (without our three teenagers). We use that time to catch up, to share our calendars, and make sure we both know what’s going on.
After we have breakfast, I sit down for an hour to plan my week. I have appointments on my calendar weeks and months into the future; so much of my time is already committed. I review the commitments I already have and prepare for those meetings, and then I block time for my most important outcomes. We’ll talk about outcomes next, but first let’s talk about you.
When can you set aside an hour and half to plan the upcoming week? How will shifting from being reactive to being proactive help you reach your goals?
Three Big Outcomes
I don’t know why this is true, but it seems to be true for me: I can accomplish three big outcomes each day, and three really big outcomes each week. I’m not talking about meetings and routine tasks and activities; I’m talking about outcomes.
You only have so much time and so much energy. You have to make choices on where and how you invest it. As you plan your week, block time on your calendar for the three biggest outcomes you need to achieve each day.
On Monday this week I need to meet with one team to get a decision on a critical issue. Without this meeting and this decision, things come to screeching halt. It’s the critical path issue. I also have to edit a chapter of a book I am writing. And I also have to complete the draft of a big proposal I owe a client. No matter what else happens, if I achieve these three outcomes, I’ve had a productive day.
You know that big proposal I just mentioned? That’s a huge outcome. It will show up on my calendar three times this week as I go through the development and editing process. That’s one of my three huge outcomes.
What are the three biggest outcomes you need to obtain this week? How will these outcomes move you closer to your goals? What are the three outcomes you need from each day this week?
Note: If you have 12 or 24 outcomes planned for a given day, you aren’t making the decision about what is really important. Not making the decision about what is important will keep you from reaching your goals.
Model Sales Week
I’ve written about, spoken about, and taught the concept of a model sales week for a long time. Routine maintenance is better than waiting until things break down. Proactive is better than reactive. You need a model of what an effective week looks like.
You can read my original post on the model sales week here. Then ask yourself what disciplines you need to keep. What do you need to do daily, rain or shine, come Hell or high water, in order to succeed and reach your goals? These are the commitments you make to yourself, and they are the most important commitments you will ever make.
Do you have a model week?
Week one is over. I hope I have given you something to work with today that will set you up for success this week (and the 50 that follow). Hit reply to email me your thoughts and ideas. Sign up to receive this newsletter if you believe you can benefit from taking some time on Sunday to prepare to succeed in the coming week. You can sign up here: http://www.thesalesblog.com/newsletter
Oh, and do go listen to my podcast with Hector LaMarque. Hector is the national sales director for Primerica. We talk about the mindset required to succeed in sales, and it is killer. You’ll love it, I promise.
About the Author:
Anthony is the President and Chief Sales officer for SOLUTIONS Staffing, a best-in-class regional staffing service based in Columbus, Ohio. They provide light industrial, clerical, accounting, and scientific staffing solutions for our clients who need a higher-caliber employee, and the highest levels of service.
