Are You Failing at Time Management in Sales? Here's How to Reset

How can sellers better manage their time? Time management in sales is essential to success but mastering it can be tricky. Nearly 40% of B2B sellers say the ability to manage time well is a top characteristic needed in sales. But the same sellers report struggling with time themselves.

Over 25%, according to SalesFuel’s study, say they’d be more successful if their company gave them more time to sell. And nearly a quarter feel they can’t take time off while 31% struggle to achieve work/​life balance.

With a significant share of B2B sellers craving more time to sell and better work/​life balance, actionable time-​management strategies are more important than ever. When sellers cite time as both a key to success and a major obstacle, it signals an opportunity to rethink how their days are structured.

How can reps improve time management sales?

“When you manage your time well, you can dedicate more energy to revenue-​generating activities such as prospecting, client meetings, and closing deals,” the RepVUE team writes.

“Effective time management strategies ensure you are maximizing your productivity and achieving your goals.”

Improving your time management should be a multifaceted approach, as many factors impact success.

Skills

Specific skills contribute to being able to expertly prioritize and execute tasks. Without these skills, sellers will struggle with any approach they take.

RepVUE shares the following must-​have skills to effectively carry out time-​management strategies:

• Goal Setting and Planning: Set clear daily, weekly, and monthly goals, write them down, and organize your time around them using a task list or calendar. Make sure your goals are SMART: Specific, Measurable, Achievable, Relevant, and Time-​bound. This ensures that you stay focused and motivated.
• Delegation and Outsourcing: Free up time for high-​value sales activities by delegating administrative tasks and outsourcing non-​core work. Be clear about expectations and instructions to ensure tasks are completed correctly the first time.
• Dealing with Distractions: Minimize distractions by creating a focused work environment, turning off notifications and prioritizing critical tasks during your most productive hours.
• Responding to Requests: Decide in advance how you will handle unexpected high-​priority requests so you stay in control of your schedule.
• Managing Client Expectations: Communicate clearly and set realistic timelines, pricing and deliverables to avoid misunderstandings. Schedule regular check-​ins to stay proactive and organized.

Strategies

Another element of successful time management in sales is adopting, and sticking to, strategies and process. There are many strategies out there for time management, and it’s up to each seller to determine which is the best fit.

Time blocking

Cognism’s Ilse Van Rensburg discusses this popular approach, which involves specific focus times that are scheduled into your day. Block 90–120 minutes daily for your top pipeline driver and protect that time from distractions.

Additionally, contain administrative work in short, 20-​minute blocks at the end of your morning and afternoon sessions so it doesn’t overtake prime selling hours. Before logging off, review the next day’s plan and move, delete, or delegate low-​value tasks.

Pomodoro Technique

SalesFuel’s Tim Londergan shares information about another strategy: the Pomodoro Technique.

“The brain training aspects of the Pomodoro Technique incorporate a timer, pen, and notepad to conduct sessions,” he writes.

“These sessions help you be more focused and productive.”

Specifically, this approach mandates working in short, focused intervals, typically 25 minutes, explain the pros at Trumpet. Then, these intervals are followed by a five-​minute break. After four cycles, take a longer 15–30-minute break to reset.

Doing so helps prevent burnout, reduces distractions and makes large tasks feel more manageable.

For even more insights into how to improve your time management in sales, take a look at this additional post from SalesFuel. You’ll find that boosting specific skills and adopting a best-​fit strategy can give you the time needed to win big.

Photo by Who’s Denilo? on Unsplash