How did your Monday morning go yesterday? Was it productive, or was it an unorganized attempt to catch up from the weekend? If it was the latter, you may want to rethink how you tackle Monday mornings. Instead of randomly doing things ranked on how much you feel like doing them, focus on pressing needs. That’s the advice from sales blogger S. Anthony Iannarino. In a recent post, he suggests eight things that salespeople should do when they begin work on Monday. His list includes:

  • Educating yourself. Audiobooks and podcasts are great ways to learn more on-the-go (like during the morning commute) or even while brushing your teeth or eating breakfast. Take a train or bus? Consider using the commute time to read industry news or books.
  • Prospecting. Instead of catching up with co-workers by the coffeemaker or sifting through a pile of junk mail, use your first hour to investigate leads. No matter what happens the rest of the business day, you will have gotten your most important task completed.
  • Nurturing. Take a moment to nurture at least one relationship. “Share something of value, something that will help them understand something about themselves and their business and compel them to change,” Iannarino explains. This little bit of nurturing can go a long way in building value.
  • Moving late-cycle deals. You’re so close; don’t put off moving deals forward. It’s surprising how decisions can shift over the course of a weekend!

These, and the rest of Iannarino’s suggestions, can help you get your week off to a productive start. Devote yourself to this task list every Monday morning, and you will find far yourself ahead of less-disciplined competitors.