Answer extracted from The Athena Rebels Podcast — listen to the full episode below.
Which sales activities should you actually focus on to drive real results?
The key is to identify which activities genuinely drive engagement and opportunities in your specific role and industry, then spend more time doing those things. Success in sales is not one-size-fits-all — what works for one position or sector may not work for another, and the only way to know is to look back at your own track record and understand where results actually came from.
Most salespeople fall into a trap: they assume that all activities carry equal weight. But in reality, certain touchpoints generate far more momentum than others. The challenge is having the discipline to analyze your own wins and losses, identify the patterns, and then systematically shift your effort toward what matters most.
For example, at Pax8 Academy, where Lamara Thorne works as a strategic consultant, the team discovered that in-person events and direct conversations drive significantly higher engagement and opportunity creation than other channels. That insight — unique to their market and business model — became their north star for allocating time and resources.
Understanding your role and industry context
The mistake many salespeople make is copying what they see others do or following generic sales playbooks. But a field sales rep in enterprise IT has a completely different success formula than a sales development representative handling inbound leads, or an account executive nurturing existing relationships.
This is why the conversation about activity analysis in this episode emphasizes that you must understand your specific position and vertical before deciding where to invest your time. The activities that work in managed IT services sales may flounder in SaaS self-serve, and vice versa.
"It's about how do you become a chameleon without losing your authenticity."
Lamara Thorne — Strategic Consultant at Pax8 Academy. With 15 to 18 years in sales and roots tracing back to her transition from a support role at Nielsen two decades ago, Thorne brings a depth of field experience to her current role mentoring and coaching salespeople on mastering their craft as a repeatable, learnable discipline.
This quote captures the deeper principle: finding your high-impact activities is not about abandoning who you are. It's about understanding that different contexts and buyers require different approaches, yet your core values remain consistent — a theme Thorne explores extensively in the full episode alongside host Sophie Dowsett-Smith.
Key takeaways
- Analyze your own past successes to identify which activities generated real opportunities and engagement.
- High-impact activities vary significantly by role, industry, and business model — there is no universal template.
- Once you identify what works, prioritize time and effort there rather than spreading yourself thin across everything.
- Authenticity and adaptability are not opposites — becoming effective in your role means evolving your approach while staying true to your values.
See also
Why is mentoring and coaching important even for experienced or top-performing salespeople?
No matter where you are in your sales journey, you are always going to need support, mentoring, coaching, and feedback. Even the best salespeople benefit from continuous guidance to refine their approach and stay ahead of market changes.
How long does it typically take to close a deal and why is consistent follow-up critical?
Only 2% of sales happen in the first or second contact, with most occurring between the fifth and twelfth contact. However, most salespeople do not follow up consistently, missing the majority of opportunities that require patience and persistence.
What is the importance of addressing root causes rather than surface-level challenges in sales?
Deeply rooted challenges are normally what is most compelling in a sale, whereas surface-level issues are never the actual problem. When you start unpicking the real pain points, you uncover the true drivers of a purchase decision.