Creating a Rhythm

A leader has a tempo. It is a controlled excitement, it is attractive, and it creates amazing results.

This only occurs after commitment is made, a plan is in place and execution begins. It comes from setting minimum activities and striving everyday to exceed the minimums consistently so that the bar can be raised.

This is not as difficult as it sounds. It is truly daily activity that creates rhythm. It is so vitally important that this occurs that it is the difference maker.

Let me give you an example. Let's say for example your goal is to speak to do 20 sales calls in a weeks time. Two scenarios to look at.

Person a) goes out once or twice in the first couple days they could be doing it or choosing to go golf with his business partners. At the end of the week around Thursday or Friday he goes out and blitzes or in other words condenses time frames. He has 6 appointments done in the first 3 days so he has to do 14 in the next two days. This puts his work load at 160% and and he knows that he has to really work hard to finish out the week.

Person b) goes out and is consistent on Monday he does 3 a day, Tuesday he does 5, Wednesday he stays up on 5, Thursday he had an afternoon tee-time so he gets 3 calls in, and on Friday he finishes out the week with 4 and heads home in the afternoon.

Describe the characteristics of each of these salespeople. The first is he stressed in the first part of the week. Surprisingly a little, he knows what is coming up around the corner, he has just recovered from a similar week the week before. During the end of the week when he has at least 7 calls to make, are his customers feeling this guys pressure. Absolutely.

This is so slight a difference in approach but so obvious in the long haul that you can describe the symptoms of each at the end of the quarter.

Take the time to set up your goals for the week and get the rhythm going. It is the momentum that you have created that will allow you to step up production if you need to, and the freedom to step away for a break without harming the results.

Joshua Andrus
www.hiresite.info