Once upon a time, in a sales cubicle far, far away, a Sales Manager put forth the proclamation that the contents of two buckets must be combined.

In one bucket, there were three, big golden rocks that were said to hold the secret to sales rock stardom!

In the other bucket . . . golden sand that wasn’t as valuable as the golden rocks but still necessary for one to achieve total sales kick assery.

The first group of sales reps approached the buckets, took the rocks and tried to force them into the bucket of sand. They pushed and they pushed with all of their might but failed miserably.

The second group approached the buckets, studied them and simply poured the golden sand over the golden rocks successfully combining the contents.

This group not only lived happily ever after, they consistently made quota and became sales rock stars.

This parable, as corny as it is, symbolizes your world.

The idea of combining contents into one bucket is your day to day and all the things you must get accomplished within that one day.

Not an easy task!

The 3 gold rocks are the 3 main things that drive your success within your role.

In sales, the 3 golden rocks are:

New Account Acquisition

Account Development

Account Retention

The “Golden Sand” is all your administrative activities that must support your 3 golden rocks.

Things like:

Emails, generating quotes, internal meetings, reports etc

When we think about the first group approaching the bucket and trying to force the rocks into the sand . . . . they represent the bulk of the population. We continually get bogged down on the administrative things and try to force the true money activities into our day, around the administrative stuff.

Kind of gets you nowhere fast!

Sound familiar?

What if we properly planned our day around the activities that drive our business and poured the administrative stuff around it? It changes the outcome dramatically because you not only get more out of the day, you approach each day by scheduling the stuff that matters . . . FIRST!

A logical question might be “How the heck do I do that?”

That will have to wait for another day because it’s a premature question.

The first question you need to ask yourself is “What are my 3 golden rocks . . . the 3 biggest, most important things I need to do every freakin day to drive success in my role?”

So what do the “3 golden rocks” in your bucket represent?

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