Home > Ideas > The Importance of Doing!

The Importance of Doing!

“The best made plans of men and mice often go awry”.

When Robert Burns wrote these lines in 1785 even electricity had not been discovered. So the poet would not have guessed that his lines would be quoted one day in a Sales blog, but it’s relevance to those in the Sales profession wouldn’t have been lost on him.

If I had a rupee for every idea that pops in my head I would be rich beyond my wildest imagination and the same would be true for you. Unfortunately, very few people get paid just for their ideas. Ideas get converted into money when they are translated into products and services by way of action.

Sales professional based in India are at the cusp of a new financial year – 365 days of opportunities. By now your business plan for the year is finalized and ready for execution. If it isn’t I wouldn’t delay any further – the faster it’s done the more time you get for ….. ACTION!

What are some of the essentials of smart execution?

  1. There is no Magic Formula: Before we take the first step all false hopes need to be crushed. Unless you have a Benevolent Dad or Rich Uncle or you are into selling illegal stuff there is only one way to success. Hard work! So get set for that. If you get lucky on the way … Great! It’s the occasional bonus you get for your efforts.
  2. No Motherhood Statements: As a trainer I never ever complete a training program without getting people to write out an action plan based on the lessons learned there. It takes at least 2-3 iterations before people can put down their plans in action words. If your plans are generic they will never get implemented.
  3. Prioritise and assign time: Your plan should tell you how much time is to be permitted for each activity. Be tough on yourself while allocating time. Decide on what would be the right amount of time to get each work done and then budget 10-15% less. Set a challenge for yourself.
  4. Eye on the ball always: It’s easy to get distracted and for priorities to get changed; emergencies and issues staring you in the face can easily set you adrift in a different direction. The idea is to set buffers for such matters without causing disruptions to your main plan.
  5. Speed:  ‘Any old time’ is not a good deadline for achieving objectives. The idea is to get there on or ahead of time and for that to happen you need to be moving all the time – if you remember, the challenge was set by yourself! Yes, we allocated 10-15% less time to create this urgent need for speed. Most plans fall apart due to the lackadaisical execution plan. Cut yourself no slack!

So, as you get into the new financial year I suggest that you translate all ideas into action-oriented words, challenge yourself in thought and action and then execute at great speed … the clock’s ticking already!

Surprise Burns with your results!


P.S: Here is something interesting I found on Getting Things Done … some tricks. Sorry, they aren’t short-cuts… The work’s still got to be done!



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  1. March 30, 2012 at 3:53 pm

    Apart from being an excellent article, as most times if not always, this is a very timely article for me. Thank you Jayadev. Nothing can bring the success closer than the speed of execution.

    • JayadevM
      March 30, 2012 at 4:50 pm

      Hi Vijai,

      Great to see you back! Glad that you found the ideas useful.

  2. March 30, 2012 at 4:08 pm

    Excellence in execution / action is impacted by procrastination. Here is a simple way of prioritizing work.
    When you have multiple tasks that require action, select as task and ask yourself three questions,
    1. “What is the impact if I do this tomorrow?”
    2. “What is the impact if I do this later today?”
    3. “What is the impact if I do not do this in the next 10 minutes?”
    Based on your reply you can attend to the task at hand. The questions can be framed differently too. What needs to be kept in mind is the priority given to tasks and the sequence in which the tasks are executed.

    • JayadevM
      March 30, 2012 at 4:52 pm

      Hi Satish

      That is a useful value-add to the article. Thank you!

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