Manage energy, not time

The month of December is a strange one for the wine sales rep.

Sales are up. Customers are buying more than other months. But due to the efficiency of the sales and the busy-ness that everybody is experiencing, there is little room for the idle conversation and no room for the product pitch.

More sales but less selling, more movement but less doing, and greater efficiency for all.

The month emphasizes a key and forgotten point: you can’t manage time. There is no way to shorten or stretch out time. It’s impossible.

You can only control your use of time and how you react to it. You can compress time frames, you can get more done, but an hour is still an hour. Energy is what matters, not time.

Busy-ness makes for interesting business.