Before timetables were introduced, education lacked structure, causing confusion and wasted time. Teachers had to improvise lessons, and students often struggled to keep up with the unpredictability. Timetables brought much-needed order by allocating set times for each subject, ensuring resources and attention were distributed effectively. This structure not only improved focus but also balanced workloads, creating a more efficient and consistent learning environment.
Imagine if timetables were removed and students had the freedom to attend classes whenever they wanted. The results would likely be disastrous. Without structure, students would struggle to stay disciplined, leading to procrastination and poor time management, ultimately affecting their academic performance.
Interestingly, many salespeople aren’t provided with a structured daily routine. They’re given a sales target and left to decide how to reach it. Some, particularly underperformers, may claim they dislike micromanagement. But what I’m suggesting isn’t about micromanaging; it’s about having a clear plan. Every top performer follows a daily plan that includes dedicated time for key activities. This practice, known as time blocking, ensures tasks are prioritised and completed.
In our sales courses we learn that time blocking is simple but not always easy to implement. It involves dividing your day into blocks of time, each focused on a single task or related tasks. This forces salespeople to become more organised and intentional with their time, prioritising sales-producing activities rather than distractions.
Unlike a to-do list, which only tells you what needs to be done, time blocking also tells you when to do it. It helps maintain focus on key tasks and prevents multitasking, ensuring important activities are completed with the attention they deserve. With time blocking, you can start each day with a clear schedule, ensuring a full sales pipeline and consistent results.
The top priority in time blocking should always be prospecting, and this should be scheduled a week in advance. Even top performers with overflowing pipelines make sure to dedicate at least two hours each day to prospecting. How much time are you setting aside? If you’re honest with yourself, you’ll probably realise you could allocate more. In our sales courses we teach that consistent, focused prospecting is the foundation of sales success, and making it a non-negotiable part of your schedule is crucial for maintaining momentum.
When it comes to the best time for prospecting, there are many studies with varying recommendations based on industry and role. In my experience, scheduling prospecting early in the day is most effective. This ensures it’s done and helps build momentum for the rest of the day. It’s important to note that prospecting time should be spent engaging with potential clients, not researching leads. Research needs its own time block, allowing you to focus entirely on outreach when the time comes.
Treat your prospecting time as your most important meeting of the day, where only a true crisis could interfere. Will blocking time for sales activities guarantee success? Not necessarily. What ensures success is accountability. The only person who can hold you accountable to your daily, weekly and monthly plans is you. Keep your promises because life’s too short to settle for mediocrity. In three months, I want you to look back and see that you achieved exceptional results because of the massive action you took. Taking sales courses can help refine these skills, but success still depends on how you implement what you’ve learned. To find out more about the right sales courses and how to properly execute them, contact us today.
