Anyone who has ever served in a sales capacity understands the importance of keeping busy.  Activity is critical as we strive to add more to the funnel and increase our chances of making our number.  But not all activities have the same impact!

I had an old boss who put some additional qualifications around the concept of “busy”.  He broke it down between “good busy” and “bad busy”.  Were you talking to new prospects, building the pipeline and looking for new opportunities with current clients?  If so, you were “good busy”.  Or were you grinding on paperwork, working on existing deals, and managing the minutiae.  If so, you were “bad busy”.

At the end of the week, both types of busy resulted in exhaustion for the salesperson.  But the “good busy” salespeople were on the path to future success and revenue.  They earned a “Champagne Friday”, worthy of a higher-end celebration. While the “bad” busy salespeople were not building future revenue or growth.  They were in for a “Flat Beer Friday”.

It was a stark reminder to be intentional and focus on the most productive things during the work week.  And that is good advice in our broader work and personal lives as well.

We Need to Focus on the Bigger Picture

In our work lives, there are so many tasks that pile over the course of a week.  We have to return calls, file paperwork, plan our lessons and practices, set the strategic direction of the company, recruit and retain our staff, and prepare for tomorrow.  We still need to do these little things.  We can’t outsource our lives entirely.  But if we do not step back for much needed perspective, we can spend our careers treading water in the “bad busy” end of the pool.

At least some part of our day has to be focused on long-term productivity.  What new markets can I penetrate?  What internal innovations will help with productivity?  How many new clients can I identify?  What techniques can influence and impact my players or students?  How can I spread my influence in the marketplace?  The minutiae still has to get done.  But focusing a portion of our day on the bigger picture is the ultimate “good busy” and ensures more “Champagne Fridays” in our future.

It Takes Effort to Rise Above the Minutiae

And the same is true in our personal lives.  We can caught up in the churn of everyday tasks.  We have to pay the bills, buy our groceries, drive our children to events, plan our meals, and maintain the yard and house.  We can spend all our free time just trying to stay out in front of the mounting chores.

But how often do we step back and focus on our more meaningful goals?   Do we plan a long-term budget?  Do we carve out time for our spouse or significant other?  Do we let our friends know how much they mean to us?  Do we exert the effort to create new relationships and alliances?  Do we focus on our own mental and physical health?

We can spend our entire lives focused on the “bad busy”.  Days blend into months and years and the Sisyphean tasks in our lives  keep on rolling.  That is the default position.  And if we do nothing, we are destined for a string of “Flat Beer Fridays”.

It takes effort and intention to rise above the grind and focus on the “good busy”.  Both ways of life will leave us exhausted and empty at the end of the week.  But the “good busy” activities will provide nourishment and hope for the future.  Isn’t that why we grind in the first place?

We Can’t Sleepwalk Through Our Lives

What does this all have to do with resilience?  We have to view resilience as fuel in our tank.  There are times when we will be running on fumes.  A setback at the office.  A clash in our personal lives.  A broken relationship.  A lack of appreciation.  A sickness or death in the family.  A loss of purpose.  If we spend our time on “good busy” activities, we will build a supply of resilience to get us through any minor or major crisis.

We will build a pipeline of other customers.  We will build a stable of solid relationships.  We will build a tough outer shell.  We will build hope for the future.  We will build an endless reservoir of resilience.  There is nothing that will keep us down and out forever.  We will bounce back.

We can’t sleepwalk through our lives.  If we take no action, our life will be a blur of tasks and obligations. We have to step back and prioritize our activities.  It will take intentional effort.  It will not be easy.  But it will be worth it in the end.

We all deserve more Champagne Fridays.  Let’s toast to focusing on the “good busy” in our lives!  Let’s toast to hope and resilience!