Wednesday, February 11, 2015

How Successful People Stay Calm


The ability to manage your emotions and remain calm under pressure has a direct link to your performance. TalentSmart has conducted research with more than a million people, and we’ve found that 90 percent of top performers are skilled at managing their emotions in times of stress in order to remain calm and in control.
If you follow our newsletter, you’ve read some startling research summaries that explore the havoc stress can wreak on one’s physical and mental health (such as the Yale study, which found that prolonged stress causes degeneration in the area of the brain responsible for self-control). The tricky thing about stress (and the anxiety that comes with it) is that it’s an absolutely necessary emotion. Our brains are wired such that it’s difficult to take action until we feel at least some level of this emotional state. In fact, performance peaks under the heightened activation that comes with moderate levels of stress. As long as the stress isn’t prolonged, it’s harmless.
Research from the University of California, Berkeley, reveals an upside to experiencing moderate levels of stress. But it also reinforces how important it is to keep stress under control. The study, led by post-doctoral fellow Elizabeth Kirby, found that the onset of stress entices the brain into growing new cells responsible for improved memory. However, this effect is only seen when stress is intermittent. As soon as the stress continues beyond a few moments into a prolonged state, it suppresses the brain’s ability to develop new cells.
“I think intermittent stressful events are probably what keeps the brain more alert, and you perform better when you are alert,” Kirby says. For animals, intermittent stress is the bulk of what they experience, in the form of physical threats in their immediate environment. Long ago, this was also the case for humans. As the human brain evolved and increased in complexity, we’ve developed the ability to worry and perseverate on events, which creates frequent experiences of prolonged stress.
Besides increasing your risk of heart disease, depression, and obesity, stress decreases your cognitive performance. Fortunately, though, unless a lion is chasing you, the bulk of your stress is subjective and under your control. Top performers have well-honed coping strategies that they employ under stressful circumstances. This lowers their stress levels regardless of what’s happening in their environment, ensuring that the stress they experience is intermittent and not prolonged.
While I’ve run across numerous effective strategies that successful people employ when faced with stress, what follows are ten of the best. Some of these strategies may seem obvious, but the real challenge lies in recognizing when you need to use them and having the wherewithal to actually do so in spite of your stress.

They Appreciate What They Have

Taking time to contemplate what you’re grateful for isn’t merely the “right” thing to do. It also improves your mood, because it reduces the stress hormone cortisol by 23%. Research conducted at the University of California, Davis found that people who worked daily to cultivate an attitude of gratitude experienced improved mood, energy, and physical well-being. It’s likely that lower levels of cortisol played a major role in this.

They Avoid Asking “What If?”

“What if?” statements throw fuel on the fire of stress and worry. Things can go in a million different directions, and the more time you spend worrying about the possibilities, the less time you’ll spend focusing on taking action that will calm you down and keep your stress under control. Calm people know that asking “what if? will only take them to a place they don’t want—or need—to go.

They Stay Positive

Positive thoughts help make stress intermittent by focusing your brain’s attention onto something that is completely stress-free. You have to give your wandering brain a little help by consciously selecting something positive to think about. Any positive thought will do to refocus your attention. When things are going well, and your mood is good, this is relatively easy. When things are going poorly, and your mind is flooded with negative thoughts, this can be a challenge. In these moments, think about your day and identify one positive thing that happened, no matter how small. If you can't think of something from the current day, reflect on the previous day or even the previous week. Or perhaps you’re looking forward to an exciting event that you can focus your attention on. The point here is that you must have something positive that you're ready to shift your attention to when your thoughts turn negative.

They Disconnect

Given the importance of keeping stress intermittent, it’s easy to see how taking regular time off the grid can help keep your stress under control. When you make yourself available to your work 24/7, you expose yourself to a constant barrage of stressors. Forcing yourself offline and even—gulp!—turning off your phone gives your body a break from a constant source of stress. Studies have shown that something as simple as an email break can lower stress levels.
Technology enables constant communication and the expectation that you should be available 24/7. It is extremely difficult to enjoy a stress-free moment outside of work when an email that will change your train of thought and get you thinking (read: stressing) about work can drop onto your phone at any moment. If detaching yourself from work-related communication on weekday evenings is too big a challenge, then how about the weekend? Choose blocks of time where you cut the cord and go offline. You’ll be amazed at how refreshing these breaks are and how they reduce stress by putting a mental recharge into your weekly schedule. If you’re worried about the negative repercussions of taking this step, first try doing it at times when you’re unlikely to be contacted—maybe Sunday morning. As you grow more comfortable with it, and as your coworkers begin to accept the time you spend offline, gradually expand the amount of time you spend away from technology.

They Limit Their Caffeine Intake

Drinking caffeine triggers the release of adrenaline. Adrenaline is the source of the “fight-or-flight” response, a survival mechanism that forces you to stand up and fight or run for the hills when faced with a threat. The fight-or-flight mechanism sidesteps rational thinking in favor of a faster response. This is great when a bear is chasing you, but not so great when you’re responding to a curt email. When caffeine puts your brain and body into this hyperaroused state of stress, your emotions overrun your behavior. The stress that caffeine creates is far from intermittent, as its long half-life ensures that it takes its sweet time working its way out of your body.

They Sleep

I’ve beaten this one to death over the years and can’t say enough about the importance of sleep to increasing your emotional intelligence and managing your stress levels. When you sleep, your brain literally recharges, shuffling through the day’s memories and storing or discarding them (which causes dreams), so that you wake up alert and clear-headed. Your self-control, attention, and memory are all reduced when you don’t get enough—or the right kind—of sleep. Sleep deprivation raises stress hormone levels on its own, even without a stressor present. Stressful projects often make you feel as if you have no time to sleep, but taking the time to get a decent night’s sleep is often the one thing keeping you from getting things under control.

They Squash Negative Self-Talk

A big step in managing stress involves stopping negative self-talk in its tracks. The more you ruminate on negative thoughts, the more power you give them. Most of our negative thoughts are just that—thoughts, not facts. When you find yourself believing the negative and pessimistic things your inner voice says, it's time to stop and write them down. Literally stop what you're doing and write down what you're thinking. Once you've taken a moment to slow down the negative momentum of your thoughts, you will be more rational and clear-headed in evaluating their veracity.
You can bet that your statements aren’t true any time you use words like “never,” “worst,” “ever,” etc. If your statements still look like facts once they’re on paper, take them to a friend or colleague you trust and see if he or she agrees with you. Then the truth will surely come out. When it feels like something always or never happens, this is just your brain’s natural threat tendency inflating the perceived frequency or severity of an event. Identifying and labeling your thoughts as thoughts by separating them from the facts will help you escape the cycle of negativity and move toward a positive new outlook.

They Reframe Their Perspective

Stress and worry are fueled by our own skewed perception of events. It’s easy to think that unrealistic deadlines, unforgiving bosses, and out-of-control traffic are the reasons we’re so stressed all the time. You can’t control your circumstances, but you can control how you respond to them. So before you spend too much time dwelling on something, take a minute to put the situation in perspective. If you aren’t sure when you need to do this, try looking for clues that your anxiety may not be proportional to the stressor. If you’re thinking in broad, sweeping statements such as “Everything is going wrong” or “Nothing will work out,” then you need to reframe the situation. A great way to correct this unproductive thought pattern is to list the specific things that actually are going wrong or not working out. Most likely you will come up with just some things—not everything—and the scope of these stressors will look much more limited than it initially appeared.

They Breathe

The easiest way to make stress intermittent lies in something that you have to do everyday anyway: breathing. The practice of being in the moment with your breathing will begin to train your brain to focus solely on the task at hand and get the stress monkey off your back. When you’re feeling stressed, take a couple of minutes to focus on your breathing. Close the door, put away all other distractions, and just sit in a chair and breathe. The goal is to spend the entire time focused only on your breathing, which will prevent your mind from wandering. Think about how it feels to breathe in and out. This sounds simple, but it’s hard to do for more than a minute or two. It’s all right if you get sidetracked by another thought; this is sure to happen at the beginning, and you just need to bring your focus back to your breathing. If staying focused on your breathing proves to be a real struggle, try counting each breath in and out until you get to 20, and then start again from 1. Don’t worry if you lose count; you can always just start over.
This task may seem too easy or even a little silly, but you’ll be surprised by how calm you feel afterward and how much easier it is to let go of distracting thoughts that otherwise seem to have lodged permanently inside your brain.

They Use Their Support System

It’s tempting, yet entirely ineffective, to attempt tackling everything by yourself. To be calm and productive, you need to recognize your weaknesses and ask for help when you need it. This means tapping into your support system when a situation is challenging enough for you to feel overwhelmed. Everyone has someone at work and/or outside work who is on their team, rooting for them, and ready to help them get the best from a difficult situation. Identify these individuals in your life and make an effort to seek their insight and assistance when you need it. Something as simple as talking about your worries will provide an outlet for your anxiety and stress and supply you with a new perspective on the situation. Most of the time, other people can see a solution that you can’t because they are not as emotionally invested in the situation. Asking for help will mitigate your stress and strengthen your relationships with those you rely upon. 
Travis Bradberry

10 Behaviors You Never See in Successful People


When you spend decades working with executives and business leaders, you really can’t help but observe what works and doesn’t work over the long haul. One thing I’ve noticed, it’s not intrinsic characteristics or personal habits that determine whether you’re successful or not. It’s your behavior.
What do I mean by “behavior?” How you react under long-term stress. Whether you meet your commitments or not. How you interact with others. Your attitude toward customers. How hard you’re willing to work to do the job right. Whether you’re focused and disciplined or scattered and distracted. That sort of thing.
Now, I admit to having known some pretty dysfunctional founders and CEOs who did well for themselves for a time. But sooner or later, usually when the pressure is on and things aren’t going so well, they exhibit self-destructive behavior that bites them in the ass. Sadly, they often take their businesses down with them.
If you want to make it big over the long-term, you might want to take a good, hard look in the mirror and see if any of these career-limiting behaviors describe you.
Naivety. Granted, we all start out sort of wide-eyed and gullible, but the sooner you convert that to savvy and skeptical, the better your chances of coming out on top. The reason is simple: suckers and fools don’t win. Learn to question everything you read and hear and always consider the source. 
Panic. High-pressure situations are common in the business world. Things almost never go according to plan and oftentimes they go terribly wrong. It comes with the territory. If you can’t override your adrenaline response and remain calm in a crisis, you’re sort of screwed.
Fanaticism. Passion is a big success driver, but when you cross that line and become over-the-top fanatical, that works against you. I’ve seen it time and again. It leads to a skewed perception of reality, flawed reasoning, and bad decision-making.  
Laziness. Those who are driven to achieve great things also know one fundamental truth: It takes hard work over the long haul. That’s why they’re always so focused and disciplined. Most people are slackers. That’s why most people don’t achieve great things. Simple as that.
Quick-fix mentality. Steve Jobs said, “Half of what separates the successful entrepreneurs from the non-successful ones is pure perseverance” and if you’re not passionate about what you do, you won’t stick with it. Too many people want instant gratification these days. That’s not going to cut it.
Acting out. Whatever feelings you have trouble dealing with – jealousy, shame, inferiority, entitlement – transferring them to people you work with and acting out in anger won’t just make you and everyone around you miserable, it’ll kill your career, too. 
Selfishness. If you act like the world revolves around you, you’d better have the talent to back it up. Even so, being overly self-centered will diminish your effectiveness. Business isn’t about you; it’s about business. It’s about your customers’ experience with your products. Remember who serves whom in the relationship. 
Living in the past or future. Granted, we can learn from the past, but dwelling on it is self-destructive. Likewise, you can plan for and dream about the future, but if your actions aren’t focused on the present, you’ll never achieve your plans or your dreams.  
Lighthearted indifference. You hear phrases like “whatever works,” “it’s all good,” and “no worries” a lot lately but you’ll rarely hear them from highly accomplished people. They may be a lot of things but apathetic is not one of them.  
Oversensitivity. If you’re so thin-skinned that any criticism makes you crazy and every little thing offends you, you’re going to have a rough go of it in the real business world. There’s a good reason why business leaders usually have a good sense of humor and humility. It’s sort of a requirement. Don’t take yourself so seriously.
One last thing. If any of this offends you enough to want to write an angry flame comment, you’ve got at least two or three issues to work on. Then again, look at the bright side. At least you’re not indifferent. 
Steve Tobak

Friday, February 6, 2015

Why More Millennials are Bullish on Entrepreneurship


Optimism is back in a big way among U.S. entrepreneurs, especially the millennial set. According to a new global report, the wounds of the Great Recession have healed and more Americans are willing to take a shot at being their own bosses.
More young people, ages 25 to 34. are starting businesses in the United States, according to the Global Entrepreneurship Monitor released Tuesday by Boston-area Babson College, compiling data from 73 economies and more than 200,000 respondents around the world. In 2014, 18 percent of Americans in that age group were starting or running new businesses, compared to 15 percent in 2013. This is the report's 16th year.
What's more, rates of entrepreneurship in the U.S. across all age groups climbed to nearly 14 percent last year, from a post-recession bottom of 7.6 percent in 2010. Babson entrepreneurship professor Donna Kelley adds the report's data are highly comprehensive in terms of early stage start-ups because researchers are monitoring people who are starting companies while they are still working other jobs.
Fifty-one percent of the working age population in America sees good opportunities to launch businesses according to this year's report, up from 47 percent in 2013, Kelley said. More people are also starting businesses because they want to, rather than because they have to, she points out.
"It's very motivating, and the rate of failure is also slightly declining," she said. "There may have been lingering hesitation, and some people had been wanting to hang on to their jobs. Banks also are more likely to lend, and there are more support systems that may not have been there during the recession."
Optimism among American entrepreneurs has also been increasing in the National Federation of Independent Business' monthly index, which hit its highest levels since October 2006 in last month's reading, bolstered by a sunnier outlook post- midterm elections, according to the conservative industry group.
For Jason Rappaport, now is as good a time as any to be an entrepreneur. In fact, he said he can't imagine doing anything else.
"I couldn't find meaning in something that I wasn't making myself," he said. "There are things that are very important to me, that I don't see other people doing."
Rappaport, 25, started his Philadelphia-based company Squareknot in 2013, which allows users to make collaborative online guides, adjusted to their own preferences.
"I feel strongly that part of being an entrepreneur is making it happen, even when the cards are stacked against me—time doesn't matter," he said. "Right now it's cheaper and easier than ever to build products."
The fact that there are fewer barriers to entry is one factor boosting entrepreneurial optimism globally, Kelley pointed out, with technology a leading force in this shift. Optimism levels climbed globally, with the exception of Europe, where entrepreneurs are feeling less certain about opportunities.
"People can start businesses on their own and be a part of the value chain that doesn't require you to hire employees," she said. "You can open a retail store on your own today thanks to technology."
Kate Rogers

The 4 Stories Entrepreneurs Need to Tell


As an entrepreneur, we hear it all the time: You need to use stories to engage your audience.
But how do you make sure you and your company tells the stories that connect and engage with your audience? Well, it starts with understanding how storytelling works.
Stories sell because as humans, our brains are hardwired to recognize stories as a pattern just like we recognize colors, numbers or shapes.
Psychologists Melanie Green and Tim Brock have performed extensive research on storytelling and have found that any time we enter a fictional world via a story it “radically alters the way information is processed.” Stories help to shorten the level of effort required by our audience to arrive at a decision.
With so many stories being told, as marketers and business owners, we need to tell better stories. To capture attention amid the endless feed of quizzes and cat memes, we need to come up with a variety of stories that connect with our audience and do more than just tell our founding or “I quit my job” story.

1. Demonstrate you get it.

Every product or solution was created to solve a problem that either we ourselves were having or one experienced by our customers. Sharing that story of how things came to be can be extremely compelling as your customers can see themselves in your shoes.  
Stories that tap into the customer’s key pain points or challenges help to say “hey, we’re just like you” and level the playing field. For instance, Hard Rock Cafe’s founding story of how Americans Isaac Tigrett and Peter Morton opened their first restaurant after not being able to find a U.S. style burger is something most people can identify with.

2. Showcase the everyday heroes.  

Everyone loves a hero. That’s why the bulk of fiction novels and movies today rely on “the hero’s journey” to tell their story. While effective, the hero’s journey shouldn’t be about your company, but instead, flipped around to focus on your customers.
Highlighting your customer’s successes with your product or service helps to break down objections and boost your credibility. Instead of you telling the story, make your customers the everyday hero.  
Adidas’ #mygirls campaign was a great example of showcasing the everyday hero, in this case, girls and women who are into sports. The campaign drove home compelling messages around being active and self-esteem while clearly articulating that Adidas supports all athletes.

3. Give the inside scoop.

Stories should help to make you and your company more likable and human, which is why giving the inside scoop is so effective. Sharing stories that are unexpected about business failures, challenges or even design processes helps to create interest through transparency.
Anyone can tell a story, but not everyone is willing to pull back the curtain and share the good, the bad and possibly even the ugly. Look at how you can create that feeling of intimacy with your audience with insider details.
This is likely why the podcast Startup, which chronicles ex-NPR producer Alex Blumberg’s journey of creating a podcast network is one of the top-rated business podcasts. It provides an inside look at what it takes to get a startup off the ground with candor and honesty.
 

4. Demonstrate values and character.

Your company is built on a set of core values and a mission, but it’s easy to forget these things when it comes to storytelling. Instead of playing it safe, share stories that take a stand on what you know to be true or practices in your industry that you feel need to change.  
Taking a stand doesn’t meant the company has to be controversial, but it does mean you need to authentically stand for something. Putting your stake in the ground only counts if it is true and isn’t the product of a publicity stunt. Stories may sell, but consumers are savvy enough to know when something isn't quite right.
There are plentiful examples of companies that put their values first and make that very clear in their storytelling -- from Apple to TOMS and Zappos. With each of these companies you know exactly where they stand, and I’m willing to bet you know at least one or more of their stories.
Stories are a powerful tool for creating connection with your audience and helping to sell your products or services using an emotional appeal. For your stories to stand out, you need to do more than tell the same tired or clichéd stories as your competitors. After all, a great story will beat a boring white paper, PowerPoint or press release any day, so use them wisely. 
 Maggie Patterson

Shark Tank's Barbara Corcoran: Real Winners Say 'Hit Me Again'


Barbara Corcoran has rejected plenty of contestants on ABC’s hit showShark Tank, but the sassy, whip-smart investor was once rejected from the show herself.
When Corcoran was first offered a role on Shark Tank, she signed the contract immediately and told everyone in her life she’d be heading to Hollywood. Four days before she was set to fly, she was told by the production company that her spot had been given to someone else: A busty blonde half her age.
Devastated, Corcoran shame-spiraled. She kicked herself for ever believing that, at her age, she’d be cast on a hot, new TV show.
Her private pity party quickly morphed into something else. “I did what I do best,” she says. “I got pissed.”
The real-estate mogul wrote a brief email to Mark Burnett Productions and had an employee hand it to Mark Burnett directly. The email read: “I consider your rejection a lucky charm, because everything that ever happened in my life came on the heels of failure.” Corcoran proposed that she compete with the other woman for the spot.
Burnett agreed and the rest is history. “Five years, 37 businesses I’ve invested in -- eight of which are hugely successful. Look at the wonderful second life I’ve given myself,” says Corcoran.
This was just one story she recounted for the 600-plus business owners and entrepreneurs at Entrepreneur’Growth Conference in Miami this week. In a high-energy speech that drew many laughs, the outspoken 65-year-old said she’s found that the ability to bounce back from hurt, rejection and disappointment is the No. 1 predictor of a person’s success in business.
“The difference between the real winners is how long they take to feel sorry for themselves. My winners feel it… but they come back up and say ‘hit me again.’”
Corcoran’s life is studded with examples. In third grade, her Catholic school teacher Sister Stella Marie (or “the nun from hell”) told her she wouldn’t amount to anything if she couldn’t read. Corcoran, who suffers from dyslexia, says she developed deep insecurities about her intelligence that remained with her well into adulthood. But those insecurities gave rise to her strengths. Because reading and writing was a struggle, she became adept at expressing herself verbally. Also, because she fears being seen as “stupid,” she pushes herself to learn as much as she can in an attempt to measure up.
“I have always had a real issue with everything that went on at that schoolhouse,” she says. “Everybody’s got their shit, and that’s mine. Anytime I do anything… I over prepare like crazy because I’m scared about failing.”
Another example involves Corcoran’s former boyfriend, Ramone “Ray” Simone, who provided the $1,000 loan she used to start a real-estate business in New York City in 1973. The two became business partners and spent seven years growing their company until Simone made the shocking announcement that he would be leaving Corcoran to marry her secretary.
At that point, running the business together became too emotionally overwhelming for Corcoran. One Friday evening, she told Simone their partnership was over. They divided their company and its staff in half. The following Monday, she moved into another office three floors above and started The Corcoran Group.
Corcoran says Simone told her she’d never succeed without him. “He gave me an insurance policy for life. I knew I would rather die than let him see me not succeed.”
In 2002, she sold The Corcoran Group for $66 million.
Despite her Shark Tank fame, Corcoran still encounters situations where she feels uncomfortable and insecure. If she walks into a cocktail party, for example, and finds herself booted out of a conversation, she can quickly feel those insecurities about her intelligence resurfacing.
Over the years, though, she’s found a secret weapon -- a two-word mantra that she believes everyone should tell themselves as they try to navigate the business world. “It goes like this: F*ck you,” she says. “I have just as much right to be here as you. I’m just as smart as you. I’ve done a lot. I do this whole thing on my own. And I’m so grateful I had to come out of that hole to do it.”
Lauren Covello

Thursday, February 5, 2015

Are You An Entrepreneur Or a 'Wantrepreneur?'


It seems like everyone is calling themselves an entrepreneur these days, chasing the glory and status of being the next big success story.

The truth of the matter is, there are hundreds and thousands of aspiring entrepreneurs who think they have a winning idea but never manage to put it into action and go on to growing a successful business. I call these people "wantrepreneurs"

There are many key characteristics that separate entrepreneurs from wantrepreneurs, but over the years I’ve realized these are the three most common traits:

1.  Passionate about business

You hear so many entrepreneurs say you need to be passionate about the business you’re in but rarely do you hear them say be passionate about business as a whole.
Related: The 6 Scary Truths About Becoming an Entrepreneur

A slight shift in language but a huge difference to how you play the game of business. Those who have achieved success rarely are passionate about one particular industry as much as they are passionate about business.

To grow an idea from conception to a successful, thriving business, you will need to convince investors, customers, partners and employees to believe in you and your vision. If you are not 100 percent convinced and passionate about your product or service, why should anyone else be?
Let me ask you a question: If you had all the money and time in the world would you still be dedicated and driven to grow your business? If the answer to this question is no, then call it quits right now. You will save yourself a lot of time, money and stress.

In my opinion all real entrepreneurs are driven by their passion and love for business, wantrepreneurs are driven by the idea of being an entrepreneur.

2. Take massive action

When it comes down to it, taking action is what really counts. Entrepreneurs take the leap of faith even when their website, prototype or product is not complete.
Related: 15 Signs You're an Entrepreneur

Don’t worry if you think you’re not ready, you’ll learn more by just doing than what you will ever read in a book. That textbook can’t prepare you for every scenario nor is it catered to your exact goals and vision of what you want.
Real entrepreneurs do what they say they’re going to do; wantrepreneurs talk about it but never really get started.
Don’t let yourself become paralyzed by information, take massive action.

3. Sacrifice  

Wantrepreneurs have this idealistic vision of what it is like to be an entrepreneur. They might see it as the quickest way to get rich or the ability to set their own hours and be their own boss and not have to answer to anyone.

But not answering to anyone means you will need to be extremely disciplined and harder on yourself than any boss you’ve ever had in the past. Setting your own hours only means you’ll be pouring in more in the beginning, because you’ll be overflowing with ideas, tasks and projects that need to get done.

On the other hand, successful entrepreneurs use profit as a measuring scale of their own success, know the long hours they need to work to make it happen and understand that the only time you see the word shortcut before success is in the dictionary.
It’s ridiculous the roller coaster of emotions you have to go through in order to start, grow and eventually exit your own business.

You’ll have moments of total despair and frustration where you wonder if you were crazy to even attempt this, but you’ll also have insane highs where you feel like you’re on top of the world.
Alex Pirouz

Tuesday, February 3, 2015

Busy Is the Enemy of Productive. Which Are You?


What qualities make some salespeople excel while others languish, struggling to make a living? One key differentiator between elite sales producers and the rest lies in their productivity.
Elite salespeople have figured out the difference between busy and productive and spend most of their time delivering results. If you watch how low to moderately productive salespeople behave, they are always busy. They frantically go about their day completing one task after another, yet never move ahead in their business.
The elite sales producers, on the other hand, are always productive. They are not franticly pulling out their hair because there's too much to do. Rather they show absolute focus in doing what matters to build their business.
Are you sick of being busy and ready to take your business to a new level by being productive?
Here are seven lessons in how to become productive rather than busy:

1. Narrow the to-do list.

If you have a to-do list that is pages long, you have set yourself up for a busy day, not a productive one. Narrow down your daily list to the two most important things you must do to move your business forward.
Everything else on your list is just noise that gets in the way of productivity. Don't concentrate on the noise: Focus on the two items you can do today to build your business.  

2. Monetize that list.

So what are the two most important things you must do to move your business forward? If you are in sales, then the most vital items on your list should be prospecting and retaining business.
I own real estate offices, and although there are a million little things I could and should do daily (like writing blogs, creating training content, reviewing budgets or meeting with the marketing and advertising team), none of these tasks generates income.
Therefore, they are never my first priority. The two most important tasks on my to-do list every day are recruiting new sales team members and retaining the ones I have. Everything else falls into my "maybe if I have time later" bucket.
Your time has value. Concentrate on the two things that represent the highest and best use of your time. Delegate everything else or put those items on the back burner until you have free time.

3. Optimize your work area.

If you're easily distracted, then you must find a way to make your work area conducive to productivy. I find it difficult to make my daily prospecting calls at the office because I'm easily distracted. I chat with people and get carried away tackling "busy" tasks that don't move my business forward.
Therefore, I do my prospecting calls from home, early in the morning, without distractions. Productivity is difficult to achieve if you're constantly interrupted. So shut the door to your office, work from home (if that doesn't distract you) or find a quiet corner at a coffee shop where nobody knows you. But find a way to make your work area work for you.

4. Eliminate time sucks.

What are you doing daily that's a complete waste of time? Here are a few that I've noticed in my life and have since eliminated: television, people who gossip and unwanted sales calls.
Take a couple of days and map out how you spent your time in 30-minute increments over 10 hours.  
Are there segments of your day that could have been better spent?
Eliminate anything that adds no value to your day or life.

5. Shut off the devices.

When working on the two most important tasks of the day, shut off your phone and email and turn away from social media. On a daily basis, I don't even check my emails or voicemails until I've finished my two most important tasks.
Why? There are time suckers lurking on your device. These time suckers are an invitation to make you busy, but they will not make you productive.

6. Chill.

The most productive salespeople are the ones who regularly take vacation and scheduled time off during the week. You cannot remain focused and productive without taking breaks to recharge through focused relaxation.

7. Don't be hard on yourself.

Productive salespeople do not berate themselves when things fall through the cracks. When you focus on just a couple important tasks each day, sometimes stuff gets overlooked.
Sure, you'll miss an email or a deadline here or there. But if it was for the betterment of your productivity, who cares? Let it go!
Stacey Alcorn