PPB February 2018

an active weekly calendar. I break it down to five days, and then I break it down for every day. At the end of each day, I sit down and go through what I’ve gotten done, what didn’t get done, reprioritize and plan for the next day. I lay out every day so I don’t have to think about my next stop, or my next move, call or appointment. It’s in a logical format for me on a calendar. I do that every evening before I go to bed.” Shaun Rolfe, PCNA’s field sales manager and 2016 Canadian Sales Person of the Year, likes to get up early and take at least an hour when possible for his “me” time. “Drink coffee, eat breakfast, watch the news, read the paper or whatever floats your boat. This will calm your soul and set you right for a successful day,” he says. The night before, he also recommends prioritizing what needs to be accomplished the next day. “Make sure the list is attainable and be sure to accomplish the must do’s. Anything that is a ‘desired task’ can be carried over to another day, but do not remove the task from the ever-flowing list. You thought the task was important for a reason, so find time to do it when you are able.” On days when Proforma’s Bosworth doesn’t have a lot of appointments, she likes to start her day by clearing her head. She wakes up at 4:30 am, writes for 30 minutes, works out for 10-15 minutes, and then takes her dogs to the lake for a walk. At 9 ammost days, she holds a traffic meeting with all employees to talk about projects, what they are waiting for from someone else and what they need to do to smooth the process. Because routines are important, every day wraps up the same way: with a list for tomorrow. She, husband Chris, and every employee do their Final 15. They take the last 15 minutes of the workday and make a list of things that need to get done the next day. On the right-hand side of a sheet of paper Bosworth lists five main goals (some are simple, like sending out personalized, handwritten notecards to two people; some are revenue-generating goals). On the left-hand side of the sheet, she time blocks her appointment calendar for the next day. Proforma’s Haar always takes a few minutes to meditate in the morning, focusing on gratefulness for her life and her work. “I also state my intentions for the day during this brief meditation,” she says. “I find this ritual only takes a couple minutes and keeps me centered and focused. With two active kids, ages 12 and eight, my intentions can often be comically simple, like ‘I intend to not lose my keys between the kitchen and the garage.’” Jacque Cook, CAS, a SAGE senior lead account executive who is consistently recognized for earning the highest supplier sales revenue, also likes to be consistent with blocking out her time. “When booking appointments, I prefer to block out the same times daily when making these presentations or webinars,” she says. “After the call, it’s important for me to send the follow-up to the supplier right away. This helps me remember key points discussed and what was of most interest to the supplier.” SAGE Senior Distributor Account Executive John Peddy, recognized for the most new business, doesn’t subscribe to a particular daily routine, but he sets himself up for success every day by walking in with a positive mindset, taking small mental breaks to reevaluate where he is and making minor course corrections throughout the day. “On the days when I don’t achieve the amount of success I wanted, I can go home, regroup and come in the following day with hopefully a clearer understanding of what I need to do and what changes I need to make to have a better outcome,” he says. John Peddy Senior distributor account executive SAGE Shaun Rolfe Field sales manager PCNA Rolfe likes to get up early and take at least an hour when possible for his “me” time. “Drink coffee, eat breakfast, watch the news, read the paper, or whatever floats your boat.” Peddy sets himself up for success every day by walking in with a positive mindset, taking small mental breaks to reevaluate where he is and making minor course corrections throughout the day. Tips and Techniques of Top Sellers | FEATURE | FEBRUARY 2018 | 43