TIME! It’s a precious commodity.

We have observed that effective time management is a key differentiator between good and great salespeople. Top performers know the value of prioritization, consistent routines, and strong time management strategies.

Drawing from years of experience in helping sales teams excel, The Center for Sales Strategy has compiled and prioritized the most effective time management techniques we’ve seen work.

High-Impact, Immediate Implementation

Embrace AI and Automation

  1. Use AI for quick proposal building and research.
  2. Automate email distribution for consistent client touch points.
  3. Leverage AI to assess prospect fit with your Ideal Customer Profile
  4. Let AI assist you with creating category target lists.

Optimize your CRM Usage

  1. Keep records current and complete.
  2. Use CRM for consistent organization and planning.
  3. Let your CRM work for you in tracking and prioritizing leads.

Strategic Planning and Prioritization

  1. Block your calendar for revenue-generating activities (prospecting, appointment setting, proposal creation)
  2. Prioritize your day with critical activities first.
  3. Plan your next day before leaving the office.
  4. Use Sunday to plan your week ahead with prioritized to-do lists.

Efficiency Boosters

Smart Meeting Management

  1. Use virtual meetings to increase “face” time and reduce travel.
  2. Organize appointments geographically to minimize drive time.
  3. Reconsider time-consuming lunch meetings – are they necessary?

Focused Work Habits

  1. Limit personal phone activities at work.
  2. Arrive early to manage email and start your day promptly.
  3. Learn to say “no” or “not right now” to manage priorities effectively.

Leverage your Network

  1. Partner with marketing to generate warm leads.
  2. Ask top clients for referrals and warm introductions.
  3. Focus on selling to categories, not just individual prospects.

Long Term Success Strategies

        Build Strong Partnerships

  1. Communicate transparently with your manager for support.
  2. When possible, collaborate closely with an assistant who complements your style.

Optimize Your Sales Approach

  1. Sell more long-term deals to reduce constant reselling.
  2. Use driving time efficiently for calls and follow-ups.

Bonus Tip

Ensure adequate sleep and maintain overall wellness for peak performance.

How To Get Started

Start by adopting 2-3 new strategies each week, focusing on the high-impact items first. Gradually incorporate more tactics until they become ingrained habits. Remember, consistency is key to mastering time management and elevating your sales performance.

By implementing these prioritized strategies, you’ll not only manage your time more effectively but also drive significant improvements in your sales results and overall professional satisfaction.

Pic created by iLixe48 for Envato Elements.

Stephanie Callihan is the Senior Business Development Lead at The Center for Sales Strategy. She is a 35-year veteran of the broadcast industry who spent the bulk of her career with ABC Disney, iHeart, Entercom and CMG.