Why Deadlines Work (and the psychology behind them)
It’s after midnight and I’m not preparing for next week’s meeting. I’ll have time later for that. Instead, I’m watching the first episode of Ozark. 12 and a half minutes into the show, sh!t gets crazy. Spoiler alert (still watch the show! I’m not going to give that much away) -- This guy shoots Marty’s partner in the head. Then, he tells Marty he’s got 48 hours to get $8 million. He does it. After that, he’s got another 48-hours to sell his house and move to the Ozarks. Marty does this too. Once in the Ozarks, Marty agreed to launder $500 Million over the next 5 years. He does all this to save his family's lives. Insane. Captivating. I’m hooked.
Hmmm, is telling a story about me watching TV to procrastinate the best way to start a blog post about productivity? 😂😂😂
It is. Because what motivates Marty to accomplish unbelievable goals in such a short amount of time ($8 million in 48-hours?!?!) was the implementation of a deadline with a threat attached. If you don’t get me $8 million in 48-hours I will kill your family. That’s some motivation.
Unfortunately (or, more accurately, fortunately) most of us aren’t under that kind of pressure every day. We can procrastinate without the imminent threat of physical harm. Yet, even without a threat of death, deadlines help us do things that we otherwise might never get done.
Tim Urban, in his TED Talk, says it this way: “When there are deadlines, the effects of procrastination are contained.”
In my life...
I’d never get anything done without deadlines. I don’t know how anyone does. Deadlines force me to have something to work towards. In fact, deadlines can make sales more fun IF you find healthy ways to handle the pressure. Because without healthy ways to handle pressure and deadlines, things can pile up.
In my experience, the stuff that gets done typically has a deadline attached to it. Things that don’t get done, don’t have a deadline. Or they don’t have a deadline with any consequences attached.
Furthermore, I’ve noticed that I always take all the time I have to do a task. If I’ve got a week, it takes a week. If it’s due in a month, it takes a month. Here’s what I’m wondering: can I force myself to set my own deadlines, instead of relying on a higher up to give me one?
If I want to be more productive I need shorter deadlines, coupled with regular accountability.
The Big Idea Is….
Last week I was sitting outside with a few buddies. We were asking, “Why are some entrepreneurs able to give themselves deadlines and do more? What’s the internal motivation there? Is productivity more art or science? Is it temperament? Is it a process you can perfect? Do you need accountability partners? Or are business masterminds a better use of your time? What’s the secret sauce??”
Deadlines are a psychologically helpful tool to improve productivity. We know this to be true. We want to make deadlines to save ourselves from embarrassment. To save face in front of our peers and, ultimately, to keep our jobs.
Some evidence suggests we rely more on intuition when deadlines close. But, deadlines also improve negotiation outcomes, and help teams organise” (Frings, 2019).
Deadlines are a helpful tool for sales professionals to close more deals. We’ll explore that more in an upcoming post. Today I want to focus on individual motivation and productivity as it’s tied to deadlines.
Because lately I’ve noticed that I have levels of productivity. Some days I just get more sh!t done y’all. Why is that? If I’m taking care of myself mentally, implementing my morning routine and following my time blocking to reduce stress, can implementing deadlines for myself increase productivity?
What does it look like?
I can only explain what my process looks like. And recently, I’ve been observing it much more closely. For me, big project deadlines can’t exist in a vacuum. They have to be dotted with smaller deadlines along the way.
Personally, I need items scheduled. Weekly, I block off time to work on special projects. I have recurring meetings on the calendar. I’m accountable to team mates for the progress of certain projects. I tell the team how I’ve spent my time throughout the week and list the ways I’ve moved the project forward. From small things -- sent another reminder email to the client about our upcoming meeting. To big things -- completed pitch deck for our upcoming meeting and rehearsed pitch twice. Team accountability helps me be proactive. It also forces me to find ways to move a project forward even without direction from a boss or supervisor. I don’t want to be the one at the meeting who doesn’t have anything to show for the week.
Things I’ve Learned
Awareness. I’m not a lone wolf. I’m more collaborative than I am a lone creator. I can’t sit in a dark room for four hours and come out with a masterpiece or a finished product. Having that awareness helps me schedule in time for group brainstorming. This time keeps myself and my team accountable for a deal's progress.
Break Down BIG Deadlines. If I’ve got a pitch meeting in two weeks, that can’t be the only deadline in the back of my mind. I need smaller touchstones along the way. A call with my teammate to review slides in three days. An agenda point on my next meeting with my boss to review the numbers and projections. Actionable items that move you to your ultimate goal: close more deals and beat those numbers.
Deadlines Don’t Work Alone. At least not for me. I need a few things working at the same time to be productive. Regularly scheduled calls with teammates and clients keep me going and checking I’m on track. This accountability is vital for me.
What’s Next
As I’ve been contemplating deadlines, I'm surprised I didn't do this earlier. It’s clear that deadlines are a helpful tool. Why am I not utilizing this tool more often? In what other ways can I “trick” myself into being more productive? Should I join a mastermind group?
I’m also seeing the dark side of deadlines. I could “over-deadline” myself to the expense of my health and wellbeing. If deadlines are the most important thing, I could block out family, friends, and physical activity to make 8 figure sales. Finding that balance is going to be tricky as I move on. I want to stay aware of that.
What about YOU!?
So, how do my ramblings about deadlines apply to you, dear sales professional? The short answer is that people show up unprepared for meetings all the time. They don’t meet deadlines and they don’t advance in their careers. (At least not for long.) You must motivate yourself to meet deadlines set by your boss. Furthermore, set your own deadlines! This will advance your career and lower your stress level.
Moving a project forward is as simple as creating small deadlines and meeting them. Have consistent touchpoints with your team and schedule meetings on the calendar. Closing deals is not rocket science, it’s a repeatable process.
How do you move deals forward?
Sources:
Tim Urban, TED Talk. https://www.youtube.com/watch?v=arj7oStGLkU.
Daniel Frings. 15 September, 2019. PsychReg. https://www.psychreg.org/psychology-of-deadlines/#:~:text=When%20deadlines%20are%20very%20close,and%20are%20help%20teams%20organise.
Ozark. Season 1. Episode 1, “Sugarwood”. Netflix. https://www.imdb.com/title/tt5071412/episodes?season=1&ref_=tt_eps_sn_1
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It's time to wrap up our Q2 blog series on productivity! These past three months have FLOWN by. Summer is in full swing and I'm feeling more productive than ever. I'm less stressed and taking better care of myself physically and mentally. AND I'm still hitting those numbers and closing deals like wildfire. Woohoo!