by Dana Cavalea August 29, 2019

Hey Team...

It is a beautiful morning here in Connecticut... coming at you live from the Dolce Coffee Shop....

Last week, I was working with a client that feels totally overwhelmed.. not getting enough done, falling behind, and is really feeling like he is losing traction.....

He kept bringing up his productivity... and how it is not what it was OR what he would like it to be....

So, as I always do, I begin to take a deep dive looking at his day...

Where he is spending his time?

How he is spending his time?...

Once I get those answers... I then begin relating that back to to his mission, vision, and goals....

See his mission, vision, and goals below..

Mission: Spread the word about his amazing product to the World.

Vision: Dominate his category of business (even though it's hey day was back in the 1990s)

Goal: Increase Quarter over Quarter Sales

What is he currently focused on?

He spends the first hour of his day checking emails.

= NOT FOCUSED.

Then, he heads over to social media.. Linkedin specifically to look at what is going on in his industry, who is playing at a higher level than him, and then he begins making some calls a bit later in the day.

= NOT FOCUSED

This is where the Coaching Process starts...

What is the #1 thing you can do that brings you sales?

#1: CALLS.

If he makes calls, he can start the process of deal making...and ultimately sales.

If he makes enough sales, he hits his goal.

If he makes enough sales, he hits his vision.

If he makes enough sales, he hits his mission.

Does this make sense?

But why would he be saving the #1 thing for later in the day?

Why would he not start with the #1 thing that makes the magic happen for him and moves the needle the most?

This is common.

It can be a few reasons...but let's start with the 3-F's....

Fear. Fatigue. Failure. 

He may be fearful of success.....

He may be tired and the calls take a lot of mental energy...

He may fear failure and rejection... which is what life and the sales game is about...

So, now that we know all this, it is time to go to work.

We break the day into 4 to 5, 90-minute blocks.....

Then, we get 30 minutes to relax in between blocks....

So, at the end of the day, we get 6-7.5hrs of focused work.

The first hour of each block is dedicated to CALLS.

The last 30 minutes of each block is dedicated to either emails or other "stuff"....

But, since #1 is calls, that gets 4-5hrs. per day, or 20-25hrs. per week... 80-100hrs. per month...

Do you think that will create more results? more sales?

100%.

It is about FOCUS.

But, more than just being about focus,  it is about a structured plan to cut distractions that pull you towards the easy work....

Remember, the hard-work is where the rubber hits the road...

So, for you, determine your #1.... and front load your blocks...,

Let's GO!

Chase Greatness.

COACH DANA CAVALEA

To learn more about how coaching can help you, click here.

 

 

 

Dana Cavalea
Dana Cavalea

Dana Cavalea is the former Director of Strength and Conditioning & Performance of the New York Yankees. Currently, he is a High Performance Speaker & Consultant to Pro Athletes, Entrepreneurs, Business Executives, and Workforces on lifestyle strategies to reduce stress, improve work/life integration, and most importantly improve daily performance /outcomes. Book Dana to Speak at your Company Event or Conference Today!


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