Step 3: Plan
Your vision is the WHY. Your goal is WHAT.
Your plan is the HOW: How will you achieve the 12 Week Goal?
A plan is simply a list of activities you will perform to hit the goal. It's the actual work you're committing to doing every day and every week.
A plan should be simple: the fewer activities, the better.
However, it should be detailed: which activities EXACTLY will you perform every day and every week?
Example: Goal = build $1M in pipeline
Weekly activities: research 5 accounts, build a list of 25 prospects, write & launch Outreach sequence
Daily activities: 30 calls, 30 emails, LI messages
Exercise: list all of the activities that will help you reach your 12 week goal. For salespeople I recommend using my free Quota Attainment Plan (QAP) template.
Step 4: Time blocking
Once you know which activities you need to do every week and every day, it's time to block them in the calendar. Otherwise they're not going to happen.
Whitespace in your calendar kills productivity. Time blocking protects focus.
Most sellers only spend 1/4 of their time actively selling. It's because internal meetings, email, Slack and other admin work eats up their time.
In my opinion you should block up to 50% of your entire work week for active selling: research, prospecting and pipeline generation.
Leave enough whitespace for customer meetings and limit low value tasks.