Being Structured: The Support System for Success

For sales professionals everywhere

Being structured is about setting up systems that support action—so that what needs to happen actually happens. Structure isn’t limiting; it’s a foundation for success.

Think of a bridge—it provides support, stability, and a clear path forward. A calendar does the same for your time. A checklist keeps you on track. Without structure, even the best intentions can fall apart.

Why Structure is Essential

Some people resist structure because they associate it with rigidity or a lack of spontaneity. But plotting out the best times to take action actually requires thought, strategy, and even creativity. When you’re structured, you don’t lose flexibility—you gain control.

I’m a huge fan of calendars and checklists. Whether I’m writing a proposal, planning a meeting, or building a workshop, I break it into milestones: outline, first draft, second draft, final draft, and student notes.

Instead of trying to finish everything at once, I schedule one-hour blocks on my calendar to work on each step. This approach helps me:

✅ Stay connected to the project’s content and outcome
✅ Pace myself and avoid last-minute stress
✅ Work with my natural energy rhythms—tackling creative work early and production tasks later in the day

Sometimes I accomplish more than expected and get ahead. Other times, I adjust my schedule to finish a step. Either way, I rarely miss deadlines or let things slip through the cracks.

How to Build Structure into Your Sales Process

1. Use Your Calendar as a Planning Tool
• Block out time for key activities—follow-ups, prospecting, outreach, and meetings.
• Adjust as needed, but keep the framework intact.
2. Create a Checklist for Repeatable Processes
• What actions do you take regularly in your sales role?
• Make a simple checklist for client follow-ups, proposals, or sales calls.
3. Plan Your Day Around Your Strengths
• Identify when you are most focused and creative.
• Schedule high-energy tasks for peak hours and routine tasks for lower-energy times.
4. Track Progress and Adjust
• Structure is meant to support you, not trap you.
• Evaluate at the end of each week—what’s working? What needs tweaking?

Join Us for Today’s Sales BE Series Webinar!

📅 Date: TODAY! Tuesday, February 18
⏰ Time: 4 PM EST (1 PM PST)
📍 Location: Live on Zoom
🔗 Sign up now: onexone.com/be

Today’s topic: Being Prepared – Mastering Calendar and Action Planning for Sales Growth.

This free, live session will cover:
✔ 15-20 minutes of focused training on using structure to increase efficiency and success
✔ 30-40 minutes of Ask Me Anything (AMA), where you can bring your biggest sales challenges for real-time coaching

If you can’t make it live, sign up anyway—you’ll receive access to the recording. Let’s make structure work for you, not against you.

Now, take a fresh look at structure and notice your resistance. You don’t have to sacrifice creativity to embrace structure—I promise.

oxo,
Jody