I have a question for you, how are you really spending your time and do you know where your results are actually coming from?
Let’s jump right in and discuss why success isn’t about doing everything, it’s about doing the right things with intention and mastery.
In sales, 80% of your results come from 20% of your actions. Some of you may think this is just a suggestion, but it’s not. It’s really true, it’s a law in sales! Why do I say it’s a law? Because too many managers and reps are out there focusing on making sure CRMs are updated, fiddling with pitch decks, scrolling through social media sites like LinkedIn pretending it’s prospecting – just Stop. Even though each of these things are important; Alone, they will not make you successful.
Want to get paid? Want to not only meet your goals but blow them out of the water? Then you want to focus on the 20% that moves the needle. Here’s what that looks like:
- Prospecting with Intent – Not “just checking in” emails. I’m talking about targeted outreach with a compelling hook. One hour of focused outbound not four hours of follow-ups on clients who do not want or cannot afford your product or service..
- High-Value Conversations – This is not you just booking calls. You’re hunting for decision-makers, getting in the room, asking questions that matter, and driving urgency.
- Follow-Up Like a Closer – Most reps stop after 2-3 touches. The money’s in touch 7, 10, 15. Fortune favors those who relentlessly follow-up.
- Objection Handling Mastery – Remember, objections aren’t walls. They’re windows. Learn how to listen, isolate, and close the gap with confidence. That skill alone is invaluable.
- Relentless Time Discipline – If it doesn’t create cash, stop doing it. Period. Audit your week. What are the non-income-producing activities stealing your power? Cut ‘em.
Here’s the truth: Not all actions are equal. Some of what you’re doing today is keeping you busy but not making you money. Others—if done daily—build momentum, trust, pipeline, and paydays.
If you double down on the 20%—your prospecting, your high-stakes convos, your strategic follow-ups—you won’t just hit quota. You’ll own the leaderboard. You’ll start attracting clients, not chasing them.
This is how the top 1% closers operate. They don’t do more. They do less, but do it better.
So here’s your move: Identify your 20%. Obsess over it. Track it. Refine it. Protect it like your financial future depends on it—because it does. Play the game smarter. Get richer. That’s the 80/20 game.
