Jim Collins, in his best-seller Good to Great, stated that you must be able to say “no” to good ideas, in order to be able to say “yes” to the great ones. The ability to focus on the right activities is the key to your sales success. If you had someone follow you around for a week to record how much time you spent on the various activities you engaged in, would you find that you are spending your time in the areas that will best determine your fate?
Steven
Covey has taught for years the power of being proactive. Studies reveal that most of us spend our time
in areas that are both important and
urgent . . . reactive! Activities
that have deadlines with consequences overwhelm our days. How can one be proactive when these urgent
matters are acting upon us? We have to
create the focus to work in the quadrant of importance and not urgent. This is the art of being proactive. When we are proactive, we are able to
address issues before they become urgent.
Are you with me so far? Focus your activities on the proactive. Those things that are both predictive and influencable, within your circle of control. Narrow the activities to as few as possible (hopefully no more than 3). The more activities the less the focus and hence the law of diminishing returns.
Curly, the role Jack Palance played in City Slickers, said it best . . . “find that one thing and do that . . . and you have to find out what is that one thing”.
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