---
tags: A2, 03, Prospecting
---
# Focus on activities, not results

Managing your pipeline will become the core part of your sales life and day-to-day. Now that you're familiar with the concept, we want to spend this section giving you best practices on how to manage it.

Let's go! 🚀
 
## Focus on activities
In your future sales job, you will definitely have a clearly defined final goal, whether that's a goal for demos scheduled per week, a number of meetings closed per month or later on, likely a revenue number.

**It might seem counterintuitive, but in your day-to-day, make sure you focus on activities and not on results.**

🤔 *What do we mean by this?* Instead of coming to work every morning thinking that you need to close 20 meetings by the end of the month (anxiety?), focus on the number of calls you need to do **that day** to achieve 20 meetings by the end of the month. Then focus on one call at a time.

::: info
**🙏 In other words - trust the process! It can be pretty discouraging to be checking in on your final goal daily, so focus on what you can control: your activities!**
:::

In junior sales roles, these activities are the leads you generate, calls you do or mails you send.

This is why sales leaders will also often define activity goals for you like the number of calls made per day. If you don't have them by definition of your boss, you should definitely set them for yourself!

Let's hear it again from Timo 👇

{%youtube asjT8AY5WE4 %}

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