Setting Weekly Appointments Starts with Your Mindset

Why does the military have basic training? To be physically fit, yes. But more so to be mentally tough. Our minds control what our bodies do. If we think we can’t do something, then we won’t be able to do it. If we think we’re tired, we will be tired. The mind is our greatest strength but also our greatest weakness. 

In sales, consistency drives results. It’s the only way to ensure you’re setting appointments week after week. Of course, sticking to the plan isn’t always easy, and it starts with getting your mindset right.

Common Mindset Challenges

Challenge 1: Dealing with Tough Calls

Imagine this: You’re ready to hit the ground running, but your first cold call doesn’t go as planned. How you respond makes all the difference. Will you pivot to lower-value tasks, or will you take a moment, reset, and move on to the next call?

Challenge 2: Staying Focused

Mindset isn’t just about staying positive. It’s about staying intentional and making the most of your time.

Why Mindset Is Key

The way you approach challenges shapes your performance. There are two ways to think about this: the fixed mindset and the growth mindset.

Fixed Mindset

A fixed mindset assumes that abilities are unchangeable—you either have what it takes, or you don’t.

Here’s how this might sound:

• “Jim is naturally good at this; I’ll never measure up.”
• “I’m good at what I do, but if the situation isn’t perfect, my performance suffers.”

This type of thinking focuses on limitations and external circumstances, which can hold you back.

Growth Mindset

A growth mindset is about believing in the ability to learn and improve. It’s the perspective that skills are built over time with effort and persistence.

Here’s how this might show up:

• “That call didn’t go well—what can I tweak to improve next time?”
• “I missed the meeting, but I’m learning what works and what doesn’t.”

This mindset leads to progress and resilience, helping you improve with every experience.

Building this perspective takes effort, but it’s worth it. The best SDRs aren’t born great—they develop the skills and habits that lead to success.

Understanding the Value of Your Time

If you want to hit your financial goals, start by breaking them down into actionable steps.

• Annual Goal: $100,000
• Monthly Target: $8,333
• Weekly Target: $1,923
• Daily Target: $385 (around $48/hour in an 8-hour day)

Next, assign value to your activities:

• Personalized Videos: $50 each. Four videos = $200/day.
• Voice Notes: $30 each. Eight notes = $240/day.
• Cold Calls: $70 per successful call. Five calls = $350/day.

Compare this to a generic approach, where lower personalization might net only $30 per call. By being intentional with your outreach, you maximize your time and results.

The same principle applies to personal growth. Investing time in skills or building relationships pays off in both career and personal development.

Maximizing Your Day

Time Blocking for SDRs

Effective time management starts with a clear plan. Use time blocking to focus on high-priority tasks when they’re most impactful.

For example:

• Morning & Afternoon: Make cold calls when prospects are most likely to answer.
• Midday: Handle emails, research, and planning.

You don’t need to follow this exact template, but organizing your day around peak productivity hours ensures you’re spending time where it matters most.

 

Final Thoughts

Success as an SDR is about more than tactics. It starts with the right mindset and a commitment to daily improvement. Get your mind right and success will follow. Take care of yourself so you can take care of others.