Want a More Focused Sales Team? Do This Every Friday.
In my media sales management days, I had this great coach, Brian.
One of those blokes who could see the whole chessboard when I was still trying to remember the rules. And Brian had this mantra:
“The more you focus on a result… the more likely you are to achieve it.”
Sounds obvious. But like most simple things, it only works if you actually do it. Fast forward to a recent coaching gig. I was helping a client get a weekly sales meeting up and running. We started strong… then the wheels slowly came off. Meetings wandered. People rambled. And yes, I’ll put my hand up — that was on me.
Brian would’ve given me the look.
His rhythm was simple: Monday/Tuesday → a clear agenda.
During the week → “Coach in the car,” he’d say
Friday → a sharp 15-minute review, celebrate wins, finish strong. Nothing fancy. Just consistent. But here’s the thing: Doing that every single week turned one loss-making media company into a profitable one… In six months. So if you’re wondering whether a Friday review is worth it.
Yeah.
It absolutely is.
Have a great week running your time:
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Mike