Practical Sales Training™ > How People Work > QRM
QRM
What Is It
QRM stands for quickest route to money. It’s a simple filter for finding focus the moment you feel overwhelmed or unsure what to do next.
Instead of weighing up every possible task, you ask one question. Which of these gets me closer to a sale, right now?
That single question cuts through most of the noise. It turns a long, messy to-do list into one clear next action.
Why Does It Work
It works because it gives you a simple decision making mechanism. Without one, it’s easy to waste time and energy feeling lost and scattered.
Focusing on the quickest route to money, as a seller, is rarely a bad choice. Even when it isn’t the perfect move, it’s almost always a productive one.
How Can You Use It
Ask The Question
The next time you feel overwhelmed, lacking focus, or unsure what to do next, stop and ask yourself one thing. What’s my quickest route to money right now?
That could mean following up buyers, sending outbound emails, or making calls. It might mean engaging on social media, or working your network directly.
Know What Counts
Almost always, QRM involves interacting with other people. Sitting at your desk quietly preparing, or doing other tasks that feel productive, rarely counts.
QRM nearly always means communicating with potential buyers. After all, they’re the ones holding the money. Common examples include:
- Chasing up old prospects
- Upselling, or speaking with existing clients
- Outreach
- Social media engagement and posting, up to a point
- Running or optimising ads
When It Works Best
It works best in exactly the moment you feel stuck or scattered, with too many tasks competing for attention. QRM cuts through that immediately.
It’s also powerful during slow periods. Busywork feels tempting when things are quiet, instead of the harder, more direct work of finding buyers.
When It Becomes Dangerous
QRM becomes risky if it’s used to justify every short term action, ignoring anything with longer term value. Some tasks matter even without an immediate payoff.
It’s also dangerous applied too aggressively with existing relationships. Chasing money in every single interaction can make loyal clients feel like walking wallets rather than people.
Common Mistakes
Confusing Busy With Productive
Tweaking a website or polishing a slide deck can feel like real progress. Neither one moves you closer to an actual sale.
Overusing It With Existing Clients
Applying QRM to every client conversation eventually feels transactional. Save the sharpest focus for genuinely quiet periods, not every single touchpoint.
Never Circling Back To Long Term Work
QRM solves today’s problem, not next year’s. Balance it with occasional time spent on things that build value slowly, rather than instantly.
QRM – An Example
The Freelancer Who Stopped Tweaking
A freelance graphic designer feels overwhelmed. She’s spent the entire week tweaking her website, updating her portfolio, and designing new business cards. Yet she hasn’t generated any new income.
She stops and asks herself one question: what’s my quickest route to money? Instead of continuing with tasks that don’t lead to revenue, she takes direct action. Three past clients get an email, checking if they need new design work.
She also follows up with two warm leads who asked for quotes last month. Within a day, she books two small but paid projects. That generates income, but it also gives her real momentum and confidence.
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