🦾 Skipping Workouts = Skipping Success

Hey Insider, last quarter, I watched our lowest-performing rep transform into our top closer. The catalyst? His calendar.

"I started treating my prospecting blocks like my gym sessions," he told me. "Non-negotiable."

The results? From 43% of quota to 157% in 90 days.

💥 REALITY CHECK

Your calendar habits reveal everything about your performance. Here's what the data shows:

• Top performers block 3x more time for key activities

• 92% of missed quotas correlate with calendar chaos

• Elite closers maintain 85%+ calendar adherence

• Bottom performers skip 67% of planned activities

(Source: RevHeat Performance Analysis, 2023)

🎯 THE WORKOUT-WINNING CONNECTION

Weak Performers:

• Skip prospecting blocks

• Cancel preparation time

• Move client calls last-minute

• Break focus periods

• Allow constant interruptions

Elite Performers:

• Protect prospecting time

• Guard preparation blocks

• Honor client commitments

• Maintain focus periods

• Defend their calendar

⚡ MOMENT OF TRUTH

Just like skipping leg day shows in your performance, your calendar gaps expose your commitment:

• How many prospecting blocks did you skip this week?

• When was the last time you moved a client call?

• Do you really have "no time" for prep work?

• Are your calendar blocks actually delivering results?

🏋️‍♂️ THE PERFORMANCE PROTECTION SYSTEM

Here's how top performers structure their winning days:

1. Morning Power Blocks (7:00-10:00)

   • 🔥 15min day planning

   • 💪 30min market research

   • 📞 90min focused prospecting

   • 📊 45min pipeline review

2. Peak Performance Periods (10:00-4:00)

   • 📅 Client meetings

   • 💡 Solution design

   • 🤝 Negotiations

   • 📈 Proposals

3. Close-Out Power Hour (4:00-5:00)

   • 📝 Follow-up execution

   • 🎯 Next day prep

   • 💼 Admin/CRM updates

   • ⚡ Quick wins planning

💪 THE ELITE CALENDAR DEFENSE STRATEGY

Morning Ritual (Non-Negotiable):

• 5:30 - Wake up

• 6:00 - Gym/Workout

• 7:00 - Start power blocks

Calendar Rules:

• No internal meetings before 10am

• 25min meetings instead of 30

• 50min meetings instead of 60

• No back-to-back calls

• 15min buffer between meetings

🎤 SUCCESS STORY

Remember Mark, our transformed rep? Here's his exact progression:

Month 1:

• Calendar adherence: 47% → 82%

• Prospecting hours: 4 → 12

• Meetings booked: 6 → 17

Month 2:

• Calendar adherence: 82% → 91%

• Prospecting hours: 12 → 15

• Meetings booked: 17 → 23

Month 3:

• Calendar adherence: 91% → 94%

• Prospecting hours: 15 → 18

• Meetings booked: 23 → 31

• Quota: 157%

The difference? Treating his calendar like his workout schedule – non-negotiable.

💪 SALES FIT CHALLENGE

This week's mission:

1. Track Your Calendar Adherence

   • Screenshot your calendar now

   • Document every moved/skipped block

   • Calculate your adherence percentage

2. Implement the Performance Protection System

   • Set up power blocks

   • Create buffer zones

   • Establish non-negotiables

3. Share your adherence score in our Slack channel

BONUS: First 5 people to post their "before & after" calendar screenshots in the private Get Sales Fit Facebook Group get a 1-on-1 productivity optimization session with me.

⚡ QUICK HITS

1. Set up your power blocks tonight

2. Defend tomorrow's calendar

3. Track adherence daily

4. Share wins weekly

5. Adjust and optimize

Remember: Just like your muscles need consistent training to grow, your sales success needs consistent calendar discipline to flourish.

💪 Hit reply: What's your current calendar adherence percentage? Let's benchmark it.

🔥 Know someone with calendar chaos? Forward this before their next "quick meeting."

Win the Day! Ken Lundin