2017: Your Year of Tiny Tasks; Ginormous Gain
It’s the first week of 2017. You’re jammed. Pumped. The New Year beckons. Your response?Bring it.Good for you. Killer attitude.Now: How will you bring it? How do you guarantee you’ll grow this year? You want more money, more growth, more profit. How, exactly, will you do more in 2017?An exercise for your imagination: It’s January 31st, 2018, five minutes before midnight. You raise your glass to toast ... what, exactly? List the top three things you will toast:
- Grab your sales numbers from each month last year. (Better yet, if you know the number of transactions you processed each month, add those as well. If you are a commonsku customer, your sales rep report will be helpful for this exercise).
- Populate your spreadsheet by month.
- Now, trace the top line curve (example below, in red).
Most people take action by habit in small things more often than in important things, for it's the simple matters that get done readily, while the more somber and interesting, taking more effort and being more complex, often must wait for another day.And what happens? January turns into March … into July ... into October, and you’re back to December 31st.No energy was spent on new routines, new rituals, and (the secret) tiny sales tasks. You experienced nominal growth (or, loss). We promised ourselves that we would focus on 2017 and grow, but the industry treadmill, that woolly-beast of deadlines and demands, swallowed our ambition whole.This pattern repeats itself in newly minted sales reps producing only $75,000 a year and million dollar producers. It’s not a matter of revenue or the make-up of your clients, what matters is the type of activity you do, day-by-day.Just as in dieting and exercise, on January 1, if we told ourselves we were going to change (for example: grow our sales by 30%), but we didn’t make tiny changes to our day-to-day behavior, we inadvertently lied to ourselves. And as the year progressed and business picked up, we (unintentionally) compounded the problem with more lies:
- When things slow down, I will call on new business.
- This client is driving me crazy, as soon as I get past this project, I’m going to prospect for new business.
- Once I get over this [fill in the blank] I’m going to spend more time merchandising for Client X because I’m leaving a lot of money on the table.
We think more of winning than shooting.In this weekly series on sales, we’re going to focus on shooting: the activities that are going to lead you to more. Shot by shot. Drop by Drop. Little by little. You will accomplish new heights by a series of small tasks, for "a small daily task, if it be really daily, will beat the labors of a spasmodic Hercules."* We’ll provide tools and tips that only the pros know, whether you’re a solo-preneur, a team of ten, or a large enterprise. And we’ll do it in a way that won’t exhaust you, it will optimize your strengths, capitalize on your nimble marketing mind, and energize you, moreover, it will be fun (commonsku style!)This is a growth year for you.Why?Because you’re about to learn the secret power of tiny tasks.[pullquote]
Our income, in fact, our entire lives are the sum of our tiny tasks.[/pullquote]