WORKWEEK

In my early years, I was all about drive and ambition. Charging into every situation at full speed. There was no task I couldn’t put more energy into to get done. And it worked. This approach did bring me success, but as I transitioned from salesperson to sales leader, I realized the importance of managing time, money, and energy. 

In my early years, I was all about drive and ambition, charging into every situation at full speed. 

There was no task I couldn’t get done on adrenaline alone. And it worked – this approach brought me success. However, as I transitioned from salesperson to sales leader, I realized a crucial lesson: managing time and money wasn’t enough. Ignoring energy management is the path to failure. Without it, I faced burnout, diminishing returns, and a loss of focus. 

These pitfalls threatened my well-being, my team’s sustainable success, and our sales objectives. It became clear that energy management was not a luxury but necessary to maintain peak performance and achieve long-term goals.

It’s a game-changer that many in sales leadership roles need to pay more attention to.

So, let’s dive into the three critical aspects of energy management:

1. Internal Energy Audit: First, it’s critical to understand your energy patterns throughout the day. Are you a morning person like me, buzzing from 6 a.m., or do you find your stride later in the day? Notice when your energy peaks and troughs – how it fluctuates post-exercise or after meals. This understanding is foundational for managing your energy effectively.
   
2. Effective Prioritization: Next, align your most essential and highest-leverage tasks with your peak energy times. Save the lower leverage, less creative tasks for when your energy dips. This approach ensures you tackle your most critical work when you’re at your best.
   
3. Mastering Delegation: Finally, consider delegation for low-leverage tasks. Surprisingly, many sales leaders underutilize this tactic. For instance, hiring a virtual assistant, even internationally, can be incredibly cost-effective and time-saving. Evaluate your tasks – delegate it if someone else can do something 80% for a fraction of your hourly rate. This frees up your energy for more impactful tasks.

Implementing these strategies can be transformative. 

It’s not just about doing more; it’s about doing what’s most impactful at the right times and leveraging others’ strengths to maximize your output.