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What we don't do, where your time goes, and who your schedule is actually for

The Weekly Shift by DGTM | July 31, 2025

Author

David Goldsmith
July 31, 2025

One Quote. One Framework. One Challenge.
Just 2 minutes a week.

One Quote

"It is not only what we do, but also what we do not do, for which we are accountable."
- Molière

Molière was a 17th-century French playwright and actor, known for his sharp comedies that exposed human flaws, social facades, and the gap between what people say and what they do.
His plays remind sales leaders that what’s left unsaid often holds the most truth and ignoring it means missing the real objection.

One Framework

40/30/20/10 Rule
Balancing the focus, maximizing the results

Why it works: Everything in management is a balance game. Your calendar is the speedometer - it shows where your time’s going, not just where you’re headed.

What it is:

  • 40%: Team-facing time (1:1s, coaching, syncs)

  • 30%: Strategic work (planning, playbooks, system design)

  • 20%: Execution support (live deals, escalations, cross-functional blockers)

  • 10%: Buffer + reflection (think time, slack for the unexpected)

How to use it: Check it weekly in retro.

  • What outcomes are you measured by?

  • Where did your time actually go?

Don’t worry about perfect weeks - learn your patterns and catch your trends.

When that balance slips too far, you’re not driving the business anymore.

It’s driving you.

P.S. Google Calendar gives you this data if you color code your calendar. Share this post on social media and tag me - I’ll send you how to set this up and maintain it in under 10 minutes a week.

One Challenge

How would your calendar change if you didn’t have a boss?

As a leader, your calendar is a reflection of what actually matters.
Every block becomes a bet on what moves the business.

Want to share this issue of The Weekly Shift? Just copy and paste this link:
https://dgtm-weekly-shift.beehiiv.com/p/july-31-2025

Until the next shift,

David Goldsmith
Founder, DGTM
[email protected] | www.dgtm.us

P.S. This newsletter is inspired by James Clear’s 3-2-1 Thursday, which I’ve looked forward to every week for years. Check it out here!