Tuesday, 23 July 2013 16:56

Do you really want a shorter work week?

Written by



There’s a deranged set of values propagated in society that separate hard work and success. A misconception implanted as late as late as the 1960's by our own department of labor that predicted a 14 hour work week. Do you even want a shorter work week? Well, you voted no when you enrolled in college, bought a smartphone, and started saving for that luxury car. You must have changed your mind when you realized how hard it is to actually get everything you want. The challenge placed in front of me and my team is to scale the education and tools to take a majority population of average sales performers and enable their potential to be top performers. They all want a shorter work week, but that will not likely be the outcome of our solution and shouldn’t be our goal.


Here’s Why:


There is always an upfront investment learning and mastering the traits of a top performer, your time.


You will still want the luxury car, and by the time your own demands reside, your kids demands will fill the gap. You will have to work more to maintain your status quo.


When sales management sees the pipeline close rate increase as the sales team becomes more efficient, the quota will adjust accordingly.


As long as you’re compensated for your work you’re still going to be chasing the perfect prospect. You’re just going to be making more money.


When you have proven your ability to master your own business and communicate its value, you improve your chances of internal mobility and responsibility.


The result is that your business will grow, along with your opportunities, but a shorter workweek isn’t the most probable outcome. Time is the limited resource that constrains us all. When you get some of it back, you most surely will spend it somewhere else. You will shorten the time horizon on one goal only to find the next one.

Consider this quote from Elon Musk:

“If other people are putting in 40 hour work weeks and you’re putting in 100 hour work weeks... if you’re doing the same thing, you will achieve in 4 months what it takes them a year to achieve. ”



Put in the time to figure out what your prospect should look like. You can’t separate hard work and success. Spending time up front learning how to do something will result in the compounding value of all future activity. Activity alone can’t help you speed up the sales process unless you’re learning something from it. The quicker you learn to identify your perfect prospect, and when to say no, the closer your appointments will be to a sale.

Consider this: You and your co-worker currently close five deals a quarter If it takes you four months to double your pipeline close rate and it takes your coworker a year, your compensation will be 1.6 times that of your coworker at the end of year one. (With a standard base salary and commission)






[Image via dlytle]