In sales, time is your most valuable currency. Every salesperson, from rookies to top producers, is allocated the same 24 hours each day. Yet, the difference in performance often comes down to how effectively that time is invested. Contrary to popular belief, the problem isn’t managing time itself – it’s about managing priorities within the time available. Good sales courses teach more than just product knowledge or closing techniques; they also focus on how to maximise productivity by investing time strategically in revenue-generating activities.
Why time management is a challenge for sales professionals
Studies consistently show that time management is a top hurdle for salespeople. Salesforce reports that 64% of sales reps spend more time on administrative tasks than on selling; activities like data entry, internal meetings or updating CRM systems often consume more hours than they should. This imbalance significantly hinders productivity and earnings. As influential sales trainer Grant Cardone says, ‘Without managing your time properly, you never get to apply the psychology and skills that make you successful.’ Sales courses address this challenge by teaching how to allocate your time to what matters most – selling.
Prioritisation: The cornerstone of effective time management
The first and most critical lesson in all sales courses is how to prioritise effectively. The Harvard Business Review found that top sales performers dedicate nearly 70% of their working hours to high-impact sales activities, such as prospecting and client meetings, compared to less than 40% among lower performers. This difference comes down to understanding which tasks contribute the most to your sales pipeline. The Pareto Principle, or the 80/20 rule, applies here: roughly 20% of your activities will generate 80% of your results. Sales courses help you implement frameworks to categorise tasks by urgency and importance, ensuring you focus on what drives sales rather than what merely feels urgent.
The power of time tracking
Before you can manage your time effectively, you need to know exactly where it’s going. A core exercise in many sales courses is to track every activity for at least a week – logging calls, emails, meetings and admin work alongside the time spent on each. The Sales Management Association notes that salespeople who routinely track their activities can increase productivity by up to 20%. This is because tracking reveals time leaks – periods spent on low-value or distracting tasks that chip away at your selling time. When combined with a weekly review, time tracking provides a factual basis for adjusting your schedule. Over time, this habit leads to more time invested in activities that move your deals forward.
Proven time management strategies
Sales courses don’t just highlight the problem; they equip you with actionable strategies that top performers swear by:
- Time blocking: Allocate fixed periods in your calendar for specific sales activities like prospecting, follow-ups and client meetings. Research from the American Psychological Association shows that multitasking can reduce productivity by up to 40%, and time blocking helps combat this by creating focused, distraction-free work sessions.
- The two-minute rule: Originating from David Allen’s Getting Things Done, this rule suggests that if a task takes less than two minutes, do it immediately. This helps avoid backlogs and keeps smaller tasks from piling up and stealing focus from more important activities.
- The 80/20 principle: Focus relentlessly on the small portion of tasks that produce most of your results. Sales courses train you to recognise these tasks and allocate your energy accordingly.
- Schedule buffer time: Top salespeople know to build buffer time between calls and meetings to handle unexpected issues or prepare for upcoming appointments, avoiding stress and rushed conversations.
Time management as a sales discipline
Mastering time management is an ongoing process. A LinkedIn Sales Solutions report found that high-performing salespeople are 23% more likely to engage in continuous sales training than others. This ongoing learning is crucial for adapting to changing markets, refining techniques, and improving daily habits. Sales courses reinforce this mentality, encouraging regular reflection on your schedule and outcomes. Weekly reviews and adjustment of priorities become a habit, ensuring you consistently invest your time where it matters most.
Why sales courses are your best investment for time and revenue
Sales courses provide direction. They teach you how to clarify your priorities, track your time and apply proven techniques that boost productivity and sales results. It’s not about squeezing more into your day – it’s about making smarter choices with the time you already have. If you want to increase your selling time, close more deals and grow your pipeline, mastering time management is non-negotiable. Are you ready to transform your time management and sales performance? SalesGuru’s sales courses offer you the roadmap and skills to do exactly that – contact us today.
