How To Get Better Results
THE Sales Japan Series
We’ve all had those weeks where the pipeline, the budget, and the inbox gang up on us. Here’s a quick, visual method to cut through noise, regain focus, and turn activity into outcomes: the focus map plus a six-step execution template. It’s simple, fast, and friendly for time-poor sales pros.
How does a focus map work, and why does it beat a long to-do list?
A focus map gets everything out of your head and onto one page around a single, central goal—so you can see priorities at a glance. Instead of scrolling endless tasks, draw a small circle in the centre of a page for your key focus (e.g., “Time Management,” “Client Follow-Up,” “Planning”). Radiate related sub-topics as circled “planets”: prioritisation, block time, Quadrant Two focus, weekly goals. This simple visual cues the brain to spot what moves the needle first and what’s just distraction.
Do now: Grab a blank page, pick one central outcome, and sketch 6–8 sub-topics in 3 minutes.
What’s the six-step template I should run on each sub-topic?
Use this repeatable mini-playbook: (1) Area of focus, (2) My current attitude, (3) Why it matters, (4) Specific actions, (5) Desired results, (6) Impact on vision. Walk a single sub-topic (say, “Prioritisation”) through all six prompts to turn fuzzy intent into daily behaviour. This prevents feel-good plans that never reach your calendar. The key is specificity: “Block 90 minutes at 9:00 for top-value tasks, phone on Do Not Disturb” beats “be more organised.” Leaders can cascade the same template in pipeline reviews or weekly one-on-ones to connect tasks to strategy and help teams self-coach.
Do now: Copy the six prompts onto a sticky note and keep it next to today’s focus map.
Can you show a concrete sales example for time management?
Yes—prioritisation in practice looks like: organise, calendarise, and execute the top-value items first, every day. Start by acknowledging the usual blocker: “I never get around to it.” Then translate to action: buy or open your organiser, maintain a rolling to-do list, and block time in your calendar for the highest-value, highest-priority items before anything else. Desired result: your best time goes to tasks with the greatest impact (e.g., discovery calls with ICP accounts, proposal updates due this week). Vision impact: consistency compounds—your effectiveness rises, and so does your contribution to team revenue. This is classic Quadrant Two discipline (important but not urgent).
Do now: Book tomorrow’s first 90 minutes for your top two revenue drivers and guard it like gold.
How should I prioritise when markets differ (Japan vs US vs Europe) or company size varies?
Anchor priorities to value drivers that don’t care about borders: ICP fit, deal stage risk, and time-to-impact. In Japan (often relationship-led and consensus-driven), prioritise follow-up and multi-stakeholder alignment; in the US (speed + experimentation), prioritise high-velocity outreach and fast iteration; in Europe (privacy/regulatory sensitivities), prioritise compliant messaging and local context. Startups should weight pipeline creation and early GTM proof; multinationals should weight cross-functional alignment, forecasting hygiene, and large-account expansion. The focus map adapts: the central circle stays constant (“Close Q4 revenue”), while the “planets” change by market and motion (ABM research vs channel enablement vs security reviews).
Do now: Label each sub-topic with the market or motion it best serves (e.g., “JP enterprise,” “US SMB,” “EU regulated”).
How do I turn focus maps into weekly cadence without burning out?
Run a lightweight loop: Monday map, daily 90-minute deep-work block, Friday review—then iterate. On Monday, pick one central theme (e.g., “Client Follow-Up”) and 6–8 sub-topics. Each morning, choose one sub-topic and run the six-step template; protect a single 90-minute block to execute. On Friday, review outcomes vs. desired results, retire what’s done, and promote what worked. Leaders can add a shared “focus wall” for visibility and coaching. This cadence blends time-blocking, Eisenhower Quadrants, and sales hygiene—without heavy software.
Do now: Schedule next week’s Monday–Friday 09:00–10:30 focus block in your calendar.
What are the red flags and watch-outs that kill focus?
Beware “activity inflation,” tool thrashing, and priority drift. Activity inflation = doing more low-value tasks to feel productive. Tool thrashing = bouncing between apps without finishing work. Priority drift = letting other people’s urgencies displace your high-value commitments. Countermeasures: (1) Tie each sub-topic to a KPI (meetings booked, qualified pipeline, cycle time), (2) pre-decide your top two daily outcomes before opening email, (3) make your Friday review public to your manager or team to add gentle social accountability. Keep the map hand-drawn or one-page digital; if it takes longer to maintain than to act, you’ve over-engineered it.
Do now: Add KPI labels beside three sub-topics and delete one low-value “busywork” task today.
Is there a quick checklist I can copy for my team?
Use this one-pager and recycle it weekly.
– Central focus (one phrase): ____________________
– Planets (6–8 sub-topics): ____________________
– Six Steps per sub-topic: 1) Area of focus → 2) My attitude → 3) Why it matters → 4) Specific actions → 5) Desired results → 6) Impact on vision
– Time block: 90 minutes daily, device on Do Not Disturb
– KPIs: meetings booked, pipeline $, cycle time, win rate
– Friday review: what shipped, what’s next, what to drop
Conclusion
Focus maps + a six-step template turn overwhelm into action. They help you see what matters, schedule it, and ship it—fast. Start with one central goal, map the “planets,” and run one sub-topic per day through the six prompts. That’s how you get better results when time is tight.
Optional FAQs
What’s the difference between a focus map and mind map? A focus map is smaller and execution-oriented: one central outcome and 6–8 sub-topics you’ll actually schedule this week.
How many sub-topics are ideal? Six to eight forces trade-offs; more invites sprawl and context switching.
How quickly should I see results? Usually within two weeks once you’re blocking 90 minutes daily for the top-value tasks.
Next Steps for Leaders
– Run a 30-minute “Monday Map” with your team; pick one shared KPI.
– Make the 90-minute deep-work block part of your sales playbook.
– Review focus maps in pipeline meetings; coach actions, not anecdotes.
About the Author
Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). A Dale Carnegie Master Trainer, Greg delivers globally across leadership, communication, sales, and presentation programs, including Leadership Training for Results. He is the author of Japan Business Mastery, Japan Sales Mastery, Japan Presentations Mastery, Japan Leadership Mastery, and How to Stop Wasting Money on Training; his works are also available in Japanese.