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A veteran originator recently insisted that his activity was “robust.” He was working long hours, constantly in motion, always trying to catch up. Yet his production was flat. Something wasn’t adding up. I asked him a few simple questions:
- Was he working the right transactions and relationships?
- Was he investing his time in relationships that actually produced results?
- Had he slipped into account‑management mode instead of hunting for new opportunities?
- What were his most efficient relationships—and what common thread connected them?
I suggested he step back and dissect his business. His immediate response was predictable: “I don’t have time for reflection. I’m barely getting through the day.”
The truth was the opposite. He couldn’t afford not to step back and reflect on his successes and challenges.
He realized that a large portion of his time was being consumed by small, low‑efficiency accounts; relationships that required constant attention but delivered minimal results. These accounts weren’t bad; they simply weren’t top‑producer accounts. He made a bold move.
He peeled off dozens of these relationships and handed them to junior salespeople—giving them valuable learning opportunities while freeing himself to focus on higher‑value work. With time finally reclaimed, he became strategic.
He studied his most productive relationships and uncovered the common thread that made them efficient, scalable, and profitable. He redirected his energy toward pursuing more “golden accounts”—relationships aligned with his funding capabilities and production goals. He stopped managing. He started hunting.
The Leap of Faith
He admitted the transition was difficult. Letting go of busy work required confidence, confidence that he was good enough to replace activity with outcomes. But the moment he dissected his past activities, he saw the truth clearly:
- Not all relationships are equal.
- Not all activity is valuable.
- Not all motion is progress.
The Result
Six months later, his production is significantly higher. He is on track to be a top producer for his company. And the accounts he peeled off? They are now helping two junior salespeople develop their skills and get excited about their own future potential.
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