Episode #260: How To Get Better Results

When sales teams are pulled in ten directions at once, it’s easy to get buried in activity and lose sight of what actually moves revenue. Status meetings, pipeline pressure, and daily/monthly targets can turn your week into constant reaction mode. The result? Lots of work, not enough progress.

Here’s a fast, practical method to reset your focus and make your sales efforts more effective—especially for busy professionals in Tokyo (東京 / Tokyo) and across Japanese companies (日本企業 / Japanese companies) and multinational firms (外資系企業 / multinational companies).

A focus map is a quick visual tool that helps you eliminate distractions and direct your energy toward the few actions that most improve results. It prevents you from getting stuck in the weeds by forcing clarity on what matters now.

Mini-summary: A focus map is a fast way to cut noise, see priorities, and shift sales time from “busy” to “effective.”

1. Take a blank sheet of paper.

2. In the center, draw a small circle.

3. Inside it, write one key focus area (one or two words).

4. Around that center, write related sub-topics that come to mind.

5. Circle each sub-topic.

Your page will look like planets around a sun: a central priority surrounded by smaller but related priorities.

Possible sales focus areas might include:

• Better Time Management

• Better Client Follow-Up

• Better Planning

• Better Communication

• Stronger Prospecting Habits

Mini-summary: Start with one priority in the center, then add sub-topics around it until your real work becomes visible.

Let’s say your central circle is Better Time Management.
Sub-category words that might surround it:

• prioritisation

• block time

• procrastination

• Quadrant Two focus

• to-do list

• weekly goals

• daily goals

In minutes, you’ll have a clear menu of what to fix or strengthen—without overthinking. The visual layout helps your brain organize ideas quickly.

Mini-summary: A time-management focus map instantly reveals the specific habits you need to improve, not just the vague goal.

What are the Six Steps to turn a Focus Map into action?

After choosing a sub-category, apply this 6-step template:

1. Choose the area of focus (example: prioritisation).

2. What has been my attitude in this area?

3. Why is this important to me and my organization?

4. Specifically, what am I going to do differently?

5. What results do I desire?

6. How is this going to impact my Vision?

This structure moves you from awareness → commitment → execution.

Mini-summary: The Six Steps convert a good idea into a concrete behavioral change linked to results and long-term vision.

Area of Focus: Time Management
Sub-category: Prioritisation

2. Attitude:
   “I know I should be better organized, but I never take action because I don’t choose activities based on priorities.”

3. Why this matters:
   “If I’m better organized, I can focus on the highest-value activities, become more productive, and contribute more to the organization.”

4. What I will do differently:
   “I will buy an organizer with to-do lists and a calendar. I will block time for high-value priorities. Each morning, I will list tasks, rank them, and work only in that order.”

5. Desired results:
   “My best time will go to high-value tasks that create the greatest impact.”

6. Impact on Vision:
   “I will achieve my vision faster because my efficiency and effectiveness will rise dramatically.”

Mini-summary: A completed Six-Step plan creates a clear “before/after” path and locks in action.

How do you use this method across multiple sales priorities?

Repeat the Six Steps for each sub-category:

• block time

• procrastination

• Quadrant Two focus

• to-do list

• weekly goals

• daily goals

You can go deep (improving one key habit) or broad (improving several) very quickly—ideal for time-poor salespeople.

Mini-summary: One focus map can generate several targeted improvement plans without wasting time.

Why does this work so well in high-pressure sales environments?

Because it shifts you from reactive doing to intentional thinking.
In volatile markets—and especially in corporate environments across Japan where expectations are high and calendars are crowded—clarity becomes a competitive advantage.

This approach fits naturally into:

• Sales training (営業研修 / sales training)

• Leadership training (リーダーシップ研修 / leadership training)

• Presentation training (プレゼンテーション研修 / presentation training)

• Executive coaching (エグゼクティブ・コーチング / executive coaching)

• DEI training (DEI研修 / diversity, equity & inclusion training)

Mini-summary: Focus mapping improves performance by making your time and actions deliberate, not accidental.

• A focus map helps salespeople identify the few activities that drive real results.

• The Six Steps translate priorities into measurable behavioral change.

• You can build strong habits faster by going deep on one area or broad across many.

• This method is simple, visual, and ideal for busy teams in Tokyo and across Japan.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.