by Tory Johnson
In the realm of B2B sales, passion alone is not the linchpin for sustained success. Early in my sales journey, I thrived on sheer passion and drive, exceeding quotas. However, the first year I fell short, I realized a pivotal truth: passion lacks strategic direction. Operating in “attack mode” without a plan led to inefficiencies. To forge consistent and repeatable results, I embraced the 80/20 principle — where 80% of outcomes stem from 20% of inputs.
Strategic Allocation of Energy
As B2B sales leaders, intentional energy allocation is paramount. Passion becomes potent when channeled through processes that direct efforts toward high-impact activities. Recognizing that 80% of sales come from 20% of customers and applying this principle to various aspects, we can engineer routines for exponential productivity.
Identifying the Vital 20%
Begin by auditing time allocations across sales activities in the past month. Identify the percentage of time dedicated to each task. Uncover the lopsided results — a few key activities contribute significantly to closed deals and revenue, while others are time-soaking with minimal impact.
Reallocate your time in the coming months to amplify the vital 20% tasks. This entails prioritization, including declining meetings, delegating tasks, and saying no to time-consuming activities. The payoff is a substantial increase in effectiveness.
Systemize and Scale for Success
To fortify success, build systems that scale the crucial 20% activities:
- Standardize Processes: Develop standardized processes around vital sales tasks to institutionalize excellence.
- Automation: Utilize tools and templates to automate repetitive 20% activities, enhancing efficiency.
- Delegation: Delegate lower-value work to free up capacity for 20% priorities.
- Focused Deep Work: Allocate sizable time blocks for focused deep work on key projects.
This strategic shift elevates productivity and concentrates energy where it yields the greatest results. In the dynamic landscape of B2B sales, coupling passion with purposeful processes propels businesses towards sustained and scalable success.
