This editorial appeared in the January 2th, 2024, issue of the Topline newsletter.
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I remember the day I almost gave Asad Zaman a conniption. I shared my screen, and my calendar popped out. I believed it was a beautifully curated set of events where each meeting “danced” in unison with the next.
On the other hand, he declared the palette too ugly and cluttered for his stylish sensibilities. Admittedly, he had a point. But this system—a symphony of schedules—has taken me half a decade to perfect.
This year, that system enabled me to log hundreds of hours across strategy, meetings, customer calls, and partnerships. What came out of all this time and effort besides helping companies run over $500 million in commissions in 2024?
Here are the key lessons I learned and what they might mean for you as you plan for 2025.
1. Focus on Fewer “Big Rocks”
The most significant impact on my work this year came from narrowing my focus. At the start of 2024, I decided every major initiative should connect to a single priority: improving our customers’ experience.
I checked that focus each week: How were we improving customer outcomes? How were we empowering our team to deliver on that vision? How were our partners amplifying those efforts? This relentless prioritization helped us make meaningful progress quickly. The lesson: clarity beats volume every time.
2. Get in the Strategic Driver’s Seat
This year, I became ruthlessly intentional about strategy. Instead of filling my calendar with generic networking from every intro made, I evaluated every meeting with a single question: What is the purpose?
With founders, investors, or partners, I wanted clear CTAs and meaningful follow-ups. These changes turned "nice-to-have" connections into action-driving discussions.
I also added an hour “block” for a daily 3-5 mile run. I used to think that going back to back for 15 meetings meant I was “as productive as possible”, but that’s not the case. It became critically important for both my mental health and for the business for me to be able to take a step back and understand where we’ve gone and where we were headed every single day.
3. Embrace the Beginner’s Mind
Growth demands humility and curiosity. As Marc Benioff said in a recent interview, "Don’t cling to expertise—explore, test, and innovate. The future belongs to those who recognize change early and dare to think differently."
This resonated deeply with me. Listening became my superpower this year. Tools like Gong revealed I spoke just 11.6% of the time in recorded conversations (customer calls, 1:1s, internal meetings). While there’s variance depending on context, my goal is to talk even less in 2025. Why? Because listening reveals hidden insights and opens the door to innovation.
4. The 1:1 Isn’t Dead
While some leaders, like Jansen Huang, who has 60 direct reports, avoid 1:1s entirely, I still see them as essential. Regular alignment with my team keeps us connected, clear, and focused on shared goals. For me, 1:1s are not just about updates—they’re about trust and collaboration. Maybe that’s old-school thinking, but communication is the key to hitting expected outcomes. If you aren’t having these regular syncs, are you fully trusting written words on email or Slack, where up to 67% of the tone is missed?
5. What’s Not on the Calendar Matters
The unstructured hours—off-calendar phone calls, reading, deep work, podcasting, spontaneous data dives, or even conference reflections—often hold the biggest breakthroughs. I call this the “X Factor.”
For every hour on my calendar, there’s probably 3x the time spent in these informal but invaluable moments. That’s where creative ideas emerge, tough problems get solved, and fresh perspectives take shape.
I have more “aha moments” during these times because they keep me constantly working to connect the dots of the macro with the organization.
Final Thoughts
2024 was a year of intense focus, strategic alignment, and continuous learning. It reminded me that success isn’t just about doing more—it’s about doing what matters most. As we enter 2025, I challenge you to reflect on these lessons: Where can you simplify? Where can you listen more? And where can you let the X Factor drive innovation in your life and work?
Here’s to a year of clarity, connection, and growth!
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