It’s true! When we leave Friday with momentum and know exactly whom we’re going to meet with on Monday, we can truly be excited about our sales jobs and have an uber productive week to boot.

I learned this back in my college days selling books door-to-door for Southwestern Advantage. There was nothing worse than knocking on a cold door and having the angst of meeting a strange and unfamiliar face first thing Monday morning. We were trained to leave Saturday night with a plan for our first door knock at 7:59 AM on Monday morning.

We all know sales reps that spend every Monday morning talking about the weekend and embracing half a day of admin. Somehow they’ve convinced themselves that nobody wants to talk business before 1 PM on Mondays.

Ouch... think about how much time you’re wasting. It really adds up! Multiply it by a few weeks, months, by a quarter, a year. It could be as much as 192 hours. Maybe more!

When we have our act together many of our competitors don’t! While they’re writing Monday off as an “admin day” or taking long lunches and scurrying off to an “important 4:00 pm meeting” we get to eat their lunch!

By loving Mondays, we get to deliver our message when there’s less noise. Isn’t that an awesome thing? If you’ve been slacking, this hits home with you, and you’re willing to get some of your week back ... this “loving Monday mindset” positively multiplies dramatically over the course of a year.

It’s my belief that our challenge lies in extremes. Many of us justify our behavior by embracing extremes. My coaching clients tell me they feel like they’re always running with their hair on fire. They get so worn out and thrown into overwhelm that they counter this behavior with the slacking extreme. They get paralyzed, start reacting to everything and completely forget they have a say in how they spend their time. It comes down to making a choice to adjusting our thinking.

If you’re a sales rep, end and begin your week by truly guarding your time and don’t let your colleagues who have made poor choices drag you down with them. If you’re a sales leader, don’t allow anyone on your team fall prey to making Monday his or her admin day.

I decided this year I'm being more strategic in how I spend my time. I'm not running around like a chicken with my head cut off.  My focus is to schedule appointments with quality prospects and to end and begin my week with momentum. What does that look like for you?

I can’t wait to meet with Matty at 8:30 AM this Monday. Who are you excited to meet?

Make it RAIN!!