About three focused hours. Read the lesson, do the drills out loud, print the worksheet, complete it, and turn it in to your manager. When you're done for the day, click Mark this day complete at the bottom.
Watch the Day 5 video in our Rippling LMS before you work through the lesson below. You'll be prompted to sign in with your Rippling account. The video opens in a new tab.
▶ Watch Day 5 video in Rippling
Editors: click the button above while in edit mode to change the video link.
Goal: design a week that produces results on autopilot, and understand the pipeline and the numbers that drive your income.
Your calendar is your business plan in miniature. If your week isn’t blocked, the day will get eaten by busywork and you’ll wonder why nothing closed. Dohrn teaches that time management is the hidden engine of sales success — doing more with less time by protecting the high-value blocks.
Power Hours / Call Blocks: two protected blocks a day for outbound. No email, no busywork — only dials and conversations. This is when money is made.
Meeting Blocks: windows you offer prospects for discovery and presentations (so your week stays organized).
Follow-Up Block: a daily block to send proposals, recaps, and the “non-sales touches” that keep deals alive.
CRM / Admin Block: a short daily block to update every record. If it’s not in the CRM, it didn’t happen.
Prep / Research Block: research tomorrow’s prospects so every outreach is relevant, not generic.
Same start time daily. Get ready as if going to an office. Phone face-down during call blocks. One screen for the CRM, one for notes. Tell the people you live with your call-block hours. Treat a no-show prospect slot as found time to prospect — never as a break.
A pipeline is every potential deal, sorted by how close it is to closing. It’s how you predict your income and know what to do today. Our standard stages:
| Stage | What it means | Your job |
|---|---|---|
| 1. Prospect | On your Hot List, not yet contacted. | Research and reach out. |
| 2. Contacted | You’ve reached out, no meeting yet. | Follow up until you get a yes or a clear no. |
| 3. Meeting Set | Discovery call booked. | Prepare; show up relevant. |
| 4. Discovery Done | You’ve qualified and learned their needs. | Build the right package. |
| 5. Proposal | You’ve presented MediaFlex. | Handle objections; lock next step. |
| 6. Closed-Won / | Signed, or a clear no. | Onboard the win; recycle the loss for |
| Stage | What it means | Your job |
|---|---|---|
| Lost | later. |
Golden rule: a healthy pipeline is always being fed at the top. The deals that pay you in 60 days are the calls you make today. Never let the top of the funnel go dry because you got busy with deals at the bottom.
Here is the engine of your entire job. Memorize this ratio — it tells you exactly what to do every week:
The FRG weekly funnel 100 outreach touches → 10 first meetings → 7 proposals → ~2 new MediaFle accounts
Each stage feeds the next. If your closes are low, the problem is almost always one stage up: too few calls, too few meetings, or too few proposals. Fix the ratio, not your mood.
We’ll build your full 90-day plan from this on Day 10. For now, understand the chain: activity at the top is the only thing you fully control, and it guarantees results at the bottom. A rep who reliably makes 100 quality touches a week will hit their number. Always.
Quality, not just volume (Dohrn caution)
Dohrn pushes back on mindless dialing — 100 relevant, researched touches beat 200 generic ones. “Touches” means calls, personalized emails, and LinkedIn — each one relevant to that specific prospect. Volume with relevance is the goal.
Print the worksheet, fill it out (by hand or in your PDF viewer), and turn it in to your manager. Then mark this day complete below.