Stop Being Busy. Start Selling.
Most salespeople aren’t short on activity – they’re short on results.
Why? Because their week is hijacked by low-payoff activities: chasing invoices, solving product issues, fixing customer dramas. Important? Sure. But revenue-generating? Not even close.
Here’s the brutal truth:
The only High Payoff Activities (HPAs) in sales are:
- Prospecting
- Booking appointments
- Running discovery meetings
- Presenting solutions
- Closing proposals
Everything else? It’s admin disguised as sales.
If you’re not spending 70%+ of your week here, your pipeline will suffer – no matter how hard you work.
As Jeb Blount said in Fanatical Prospecting:
“The number one reason for empty pipelines is that salespeople spend too much time on low-value activities and not enough time prospecting.”
Sales Tip: Track your time for one week. Categorise every task as HPA or LPA. Then ruthlessly cut, delegate, or systemize the LPAs.
Because here’s the reality:
👉🏻 Low Payoff Activities = a busy calendar.
👉🏻 High Payoff Activities = a fat pipeline.
So, are you busy… or are you building?