With the end of the year in site, we sometimes face hard choices as to where to put our efforts. Put everything we have into closing and renewing what’s here and now; or ensure that we are well set for the next quarter, or year? Unfortunately, and often for all the wrong reasons, including guidance from a manager, the former wins out. For professional sales people, this is business as usual, but it is more pronounced, and has much more at stake, at the end of the year. Knowing this, we should always be looking at our time not in a linear way - now or then - but in a compartmental or sectioned way. Each section, focused on core activities, is based on the here and now. This allows the calendar to be used to drive daily activities, not as cause for crisis 12 or four times a year.
You can start by looking at, and spending your time in, an additional way: