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Why does work always seem to expand to fill the time available? That’s Parkinson’s Law in action—if you give yourself a week to complete a task, it will take a week. But what if you could reclaim control over your time and accomplish more in less?

In this episode, we break down how Parkinson’s Law affects your productivity and what strategies can help you set smarter constraints to work more efficiently. Are you setting clear deadlines, or are you unintentionally giving tasks more time than they actually require? How can you create urgency without feeling rushed?

What habits can help you avoid the trap of unnecessary delays? From time blocking to artificial deadlines, we explore techniques to help you work with intention and finish tasks faster—without sacrificing quality. The key is learning to challenge the time you think you need and developing a system that keeps you focused.

This week, challenge yourself: Pick a task that usually takes longer than it should. Set a strict but reasonable deadline—then commit to finishing it within that time. What changed? Did you work with more focus? Small shifts in how you manage time can lead to big results. Let’s refine your time strategy together.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

For inquiries, reach out to Jim at jim.stephens@sandler.com or call 208.429.9275.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.

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When sales aren’t going as planned, what’s the real issue—your behaviors or your process? Sales success isn’t just about having a system in place; it’s about understanding how your actions, habits, and approach impact the outcome.

In this episode, we dive into the critical distinction between sales behaviors and sales processes. Are you struggling because your process isn’t structured, or is it your approach that needs adjustment? Maybe you’re doing all the right things, but your execution is off. Or perhaps your process is sound, but your habits are holding you back.

What small changes could make the biggest difference? Are you actively listening, asking the right questions, and adapting to the prospect’s needs? Or is it time to rethink the way you structure your sales interactions? The key is to identify whether the challenge lies in what you’re doing or how you’re doing it.

This week, challenge yourself: Reflect on a recent sales interaction that didn’t go as planned. Was it a process issue, or was it something in your approach? Now, make one small adjustment—whether in structure or execution—and see how it changes the outcome. Success in sales is about continuous refinement. Let’s fine-tune together.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

For inquiries, reach out to Jim at jim.stephens@sandler.com or call 208.429.9275.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.

Send us a text

How do you approach referrals? Do you have a structured process, or is it more of an afterthought? A strong referral strategy isn’t just about getting names—it’s about building trust, deepening relationships, and creating opportunities that feel natural rather than forced.

In this episode, we break down how top performers make the most out of referrals by focusing on relationship-building rather than transactional exchanges. Do you have a method for generating referrals, or do you rely on them happening organically? How do you establish rapport with new and existing clients so that referrals become a natural part of the conversation?

What steps can you take to ensure referrals feel seamless and authentic? Are you creating value in your relationships so that clients are eager to recommend you? The key to a successful referral process isn’t just asking—it’s about fostering connections that naturally lead to new opportunities.

This week, challenge yourself: Reflect on a time when you received a great referral. What led to that introduction? What made it successful? Now, think about your current network—who are your best advocates, and how can you create more value for them? Your ability to generate meaningful referrals starts with the relationships you build today. Let’s refine your process together.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

For inquiries, reach out to Jim at jim.stephens@sandler.com or call 208.429.9275.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.