Managing your energy efficiently is a critical skill. You only have so much each day; how you use it will determine your success. When we lack direction and goals, we sometimes dive headfirst into mundane tasks like clearing email, looking at social media, or paperwork. Reps running at full throttle know the importance of conserving their energy for what matters – the stuff that drives results.
The Energy Bus is a book by motivational speaker Jon Gordon that covers ten rules to change your life with positive energy. I have applied some of these principles and my own. I highly recommend this book. Let’s examine why conserved, positive energy is crucial for sales and how you can prioritize your efforts effectively.
Busy Work
It’s a lot of things in radio. Reading internal emails, doing HR training, or making endless cold calls without a clear strategy. They only give the illusion of productivity, with minimal impact on revenue returns and client satisfaction. Do it during non-selling time, delegate it, or ensure you have a goal.
The Energy Drain
One of the most significant downsides of busy work is the energy drain. Constant multitasking of low-impact tasks can leave you exhausted, stressed, and unfulfilled. I once listened to the radio, had a muted TV, and did paperwork simultaneously. Draining. This energy suck took away from my ability to excel in more critical areas-like, making actual sales- and I didn’t even know it.
Do What’s Important
We need to know the difference between success-driving tasks and time fillers. Here are some ideas on how to conserve your energy and focus on what matters:
1. Identify High Leverage Activities
My friend, author, and Business Strategist Tony Geary calls these HLAs because they directly influence your sales performance. This may include handling challenging situations with critical clients, developing innovative sales strategies, writing proposals, or presenting new ideas. These HLAs should be your top priority.
2. Set Clear Goals
Establish clear, specific, and achievable goals for yourself. Having a target in mind helps you stay focused on what truly matters and minimizes distractions. Whether meeting a monthly revenue target or getting a specific number of new clients, your goals should guide your actions.
3. Time Blocking
Implement time-blocking techniques to allocate specific time slots for crucial tasks. When doing a daily 3-6p show AND selling, I tried to focus only on sales until 2 pm and show prep from 2-3p. I logged many hours on weekends and early mornings doing the ‘other’ stuff. Dedicating your energy and attention to HLAs without getting sidetracked by less important ones is critical. Reserve blocks of time for client meetings, research, etc., and book the appointment in your calendar. If you don’t have enough client meetings, say from 10 am-11:30 am and 1 pm-3 pm, prospect for meaningful appointments.
4. Delegate and Automate
You aren’t alone on the Energy Bus. Share your vision and ask for help. You can offer support in return one day. Delegate routine tasks to others or hire a personal assistant. Try automation tools in your CRM for tasks like email responses or data entry. This frees up your time and energy for strategic sales efforts.
5. Practice Self-Care
Maintaining your physical and mental well-being is vital for peak performance. Regular exercise, a balanced diet, adequate sleep, positive reinforcement, and mindfulness practices can help you stay energized and focused on your goals. Try exercising, eating, meditating, or reading from 11:30-1 pm. Book a weekly lunch with an uplifting person who wants the best for you.
6. Read and React
Regularly assess your progress and adjust your strategies as needed. If a particular task doesn’t contribute significantly to your sales success, consider eliminating or delegating it to conserve energy for more valuable activities.
The Benefits of Energy Efficiency
Conserving your energy for essential tasks has numerous advantages:
Increased Productivity: Focusing on HLAs leads to better results and increased productivity. You accomplish more with less effort.
Improved Client Relationships: By prioritizing client interactions and relationship-building, you enhance client satisfaction and loyalty.
Enhanced Creativity: More mental and physical energy allows greater creativity in conquering challenges and developing innovative solutions.
Reduced Stress: Minimizing busy work and maximizing your efforts toward a measurable goal reduces stress and contributes to a healthier work-life balance.
Career Growth: Sales success can translate into career growth opportunities, higher earnings, and more assets for your family. What’s the downside?
Conserving your energy is not a luxury; it’s a necessity. You can achieve better results with less effort by prioritizing HLAs, setting clear goals, and practicing effective time management. Remember, it’s not about working harder; it’s about working smarter and conserving your energy for the tasks that truly drive success.
Jeff Caves is a sales columnist for BSM working in radio and digital sales for Cumulus Media in Dallas, Texas and Boise, Idaho. He is credited with helping launch, build, and develop Sports Radio The Ticket in Boise, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at jeffcaves54@gmail.com or find him on LinkedIn.
