I remember my first couple of weeks as a sales leader. It felt like I was working 24/7. Juggling pipeline reviews, rep development, hiring, forecasting, performance management and all the administrative tasks that come along. I felt that if I stopped moving, something would break. My kids started calling me Uncle Joe, my wife…she had probably forgotten my name. Nine months in, I knew my family and I needed a break. We took a week-long vacation in a remote cabin. No phone or email available.

I learned a valuable lesson upon my return. The world hadn’t come to an end, my team was still functioning, the company was still here! I had survived a common sales leader trap.

THE TRAP- believing that being busy equals being effective.

It doesn’t. If everything is a priority, nothing is. Leadership isn’t about doing more it’s about doing the right things at the right time. That means learning to say no, delegate well, and protect time for the work that moves the needle and providing time for life beyond work.

The most effective leaders are the ones who focus on what matters most and make space to think, plan, lead and live. I’m not saying that a leader won’t have to work long hours at times. That come with the role. I am saying, a leader must learn to be efficient with the time they have!

Here’s a couple of things that can help:
*Block off 30 minutes each morning for uninterrupted focus. No meetings. No email. Just time to plan, think, and get clear on what matters today. (Not as easy as it sounds)
*Create a weekly “non-negotiable” list: 3 things you must do for the business, 3 things you must do for your team.
*Delegate with purpose. When handing something off, define success clearly and check in once or twice, not ten times.
*Put your family or personal time into your calendar and hold it sacred!

John Doerr, in Measure What Matters, said:
“If you don’t prioritize your life, someone else will.”

Leadership Lesson:
Being busy isn’t the goal. Being effective is. Own your time, or it’ll own you.