If you’re in sales, you already know: your to-do list can feel never-ending. Between prospecting, follow-ups, client meetings, and managing a pipeline, it’s easy to feel like there just aren’t enough hours in the day. But what if we told you that mastering time management isn’t about squeezing more into your day – it’s about making the most of your time? Let’s talk about how to do just that.
1. Start with a Daily Game Plan
At KONA, we believe that you should think of your day like a sales pitch: you need a strategy. Take 10-15 minutes each morning (or the night before) to map out your priorities. What’s non-negotiable? Which tasks will move the needle on your sales goals? Use a planner, app, or even sticky notes – whatever works for you. The key is to stay intentional.
Group similar tasks together. For example, block time for prospecting, then move on to client calls. Switching between unrelated tasks can kill your focus.
2. Prioritise
This means tackling your biggest, most dreaded task first thing in the morning. Maybe it’s cold calling or crafting a tricky proposal. Getting it out of the way not only boosts your confidence but also clears mental space for the rest of the day.
3. Time Block
If you’re not using time blocking yet, it’s a game-changer. The idea is simple: assign specific tasks to specific times. For example:
9:00-10:00 AM: Prospecting
10:00-10:30 AM: Email responses
10:30-11:30 AM: Client follow-ups
Be disciplined with these blocks. Treat them like you would a meeting with a high-value client – non-negotiable.
4. Say No (Politely)
KONA Sales Trainers come across a lot of salespeople who feel like they need to say yes to everything. But not every meeting, call, or project is worth your time. Learn to assess what aligns with your goals and politely decline or delegate the rest. Remember, every “yes” to one thing is a “no” to something else.
5. Leverage Technology
CRM tools, scheduling apps, email templates – these are your time-saving best friends. Automate repetitive tasks wherever possible. For example, use scheduling tools to eliminate back-and-forth emails about meeting times. A well-organised CRM can also help you stay on top of follow-ups without the mental clutter.
6. Set Boundaries
Sales can feel like a 24/7 job, but burning out doesn’t help anyone. Set clear work hours and stick to them. Communicate these boundaries to clients and colleagues. You’ll be surprised how often people respect them when you’re upfront.
7. Review and Reflect
At the end of each day, take a few minutes to evaluate. What went well? What didn’t? Adjust your approach for tomorrow. This habit not only improves your time management but also helps you grow as a salesperson.
Time management isn’t about working harder; it’s about working smarter. By implementing these tips, you can reclaim your day, reduce stress, and focus on what truly matters: closing deals and building relationships. To read more about the importance of time management in sales, click here.
Contact KONA today to discuss tailored Sales Training for your Sales Team. Call 1300 611 288 or email info@kona.com.au
Or, to learn why KONA’s Sales Training processes are preferred over more traditional Sales Training methodologies, such as the Miller Heiman sales process – click here.
