Learn how to efficiently manage your time as a salesperson with these expert strategies and tips. Eliminate nonessential tasks, be prepared for unexpected events, optimize email management, avoid multitasking, tackle dreaded tasks, and use momentum to propel your sales goals. Prioritize sales tasks in order of importance and leverage technology and tools to enhance productivity. Follow these time management techniques to improve sales productivity and achieve better results in your sales career.


As a salesperson, time management is crucial for maximizing productivity and achieving sales goals. However, it can be challenging to effectively manage time amidst a busy schedule filled with sales calls, meetings, follow-ups, and administrative tasks. In this article, we will explore strategies and tips to efficiently manage time as a salesperson. By implementing these techniques, you can improve sales productivity and achieve better results.

Eliminate Nonessential Tasks

One of the first steps to effective time management as a salesperson is to identify and eliminate nonessential tasks. Administrative tasks like data entry, report generation, and email management can consume a significant amount of time that can be better spent on high-gain selling activities. Automate or outsource these tasks whenever possible to free up valuable time for revenue-generating activities. By leveraging technology and delegating nonessential tasks, you can focus on what matters most: building relationships and closing deals[^1][^3].

Be Prepared for Unexpected Events

In sales, unexpected events are bound to happen. Missed appointments, deal failures, or sudden changes in product specifications can disrupt your planned schedule and consume precious time. To minimize the impact on your productivity, it’s essential to react quickly and recover from setbacks. Instead of dwelling on the disappointment or frustration, adapt and pivot. Use the unexpected downtime to connect with other prospects, reschedule appointments, or sharpen your sales pitch. By being adaptable and resilient, you can minimize the time lost due to unexpected events and keep your sales momentum[^1][^2].

Be Smart with Email

Email is an essential communication tool for sales professionals, but it can also be a significant time drain if not managed efficiently. To optimize your email management, consider the following tips:

  • Use email templates: Create and utilize email templates for repetitive conversations like introductory emails, follow-ups, and scheduling. Email templates save time by providing a starting point for crafting personalized messages.
  • Organize your inbox: Create folders and filters in your email to categorize and prioritize incoming messages. This way, you can quickly locate and respond to important emails without wasting time searching through your inbox.
  • Schedule email meetings effectively: When scheduling meetings through email, follow best practices to ensure clarity and avoid unnecessary back-and-forths. Provide multiple time options, clearly state the purpose of the meeting, and include all relevant details upfront.

By using email efficiently and streamlining your processes, you can save significant time and maintain effective communication with prospects and clients[^4][^8].

Avoid Multitasking

While it may be tempting to juggle multiple tasks simultaneously, multitasking can actually hinder productivity and quality of work. Instead, focus on one task at a time and give it your full attention. When you switch between tasks, it takes time to refocus and regain momentum, leading to inefficiency and potential errors. By dedicating your attention to one task, you can complete it more effectively and move on to the next with a clear mind and better results[^5][^10].

Tackle Dreaded Tasks

We all have tasks that we dread, such as prospecting or follow-up emails. However, procrastinating on these tasks only prolongs the anxiety and creates a backlog. To improve your time management and maintain productivity, tackle dreaded tasks promptly. Prioritize these tasks early in the day when your energy levels are high, or break them down into smaller, manageable chunks. By completing these tasks promptly, you can alleviate the stress and focus on more enjoyable and high-value activities[^1][^3].

Use Momentum

When you achieve success in sales, it’s easy to take a break and celebrate. While it’s essential to acknowledge your accomplishments, it’s equally important to use the momentum to propel you forward. Instead of pausing for an extended period, capitalize on your positive energy and dive into the next opportunity. By maintaining momentum, you increase your efficiency, stay focused, and continue making progress towards your sales goals[^1][^3].

Replicate Past Success

To effectively manage time as a salesperson, it’s crucial to analyze and learn from both your wins and losses. Reviewing past won and lost opportunities can provide valuable insights into successful strategies and areas for improvement. Identify patterns, strategies, and techniques that have consistently led to winning deals. Develop templates for prospecting, questioning, and relevant case studies based on these successful experiences. By replicating past success, you can streamline your sales process, shorten the sales cycle, and optimize your time management[^1][^3].

Prioritizing Sales Tasks in Order of Importance

Managing time effectively as a salesperson is not just about completing tasks but also about prioritizing them correctly. By prioritizing tasks in sales in order of importance, you can focus on activities that contribute directly to revenue generation. Here is the recommended order of importance when prioritizing sales tasks:

  1. Create Opportunities: The first priority is to focus on creating new opportunities by requesting meetings with potential clients. This task is considered essential for generating sales, and it should be prioritized daily.

  2. Pursue Existing Deals: The second priority is to efficiently and effectively move existing deals forward. This involves taking necessary actions and commitments to help prospective clients progress in the sales conversation and ultimately make a decision to purchase.

  3. Preparation: Once the tasks related to opportunity creation and existing deals have been completed, the next priority is to prepare for future tasks. This includes researching and gathering information to prospect effectively and create value for clients during meetings.

  4. Administrative Work: The final priority is to attend to administrative tasks such as replying to emails and updating the CRM system. While these tasks are important, they should be deferred until after the more crucial tasks have been addressed[^5][^9].

By following this order of importance, sales professionals can optimize their workday, ensure they are spending time on what matters most, and increase their chances of reaching their sales goals[^5][^9].

Utilize Technology and Tools

In today’s digital age, there are numerous tools and applications available to help salespeople manage their time effectively. Here are some time management apps and sales tools that can enhance your productivity:

  1. Time Tracking Apps: Apps like “Be Focused Timer” can help you track your work blocks and maintain focus.
  2. Calendar Apps: Use calendar apps like “Calendar” to schedule and sync your tasks and appointments, ensuring you stay organized and on track.
  3. Sales Management Apps: Consider using sales management apps like Salesforce, HubSpot, or Close to organize and streamline your sales activities, track progress, and automate repetitive tasks.
  4. Productivity Apps: Tools like Trello, Asana, and Monday.com can help you plan and manage your tasks, collaborate with team members, and stay organized.
  5. Email Management Apps: Tools like ContactMonkey, DocuSign, and Email Tracker can assist in managing and automating email communication.

By leveraging technology and using the right tools, sales professionals can streamline their processes, automate administrative tasks, and save time, allowing them to focus on building relationships with clients and closing deals^6.


Efficiently managing time as a salesperson is critical for maximizing productivity and achieving sales goals. By implementing strategies and techniques such as eliminating nonessential tasks, being prepared for unexpected events, being smart with email, avoiding multitasking, tackling dreaded tasks, using momentum, replicating past success, and prioritizing tasks in order of importance, sales professionals can optimize their time management.

Effective time management allows salespeople to prioritize high-gain activities, avoid time-wasting tasks, improve focus, reduce stress, and ultimately increase sales productivity. By utilizing technology and tools specifically designed for time management and sales, sales professionals can further enhance their efficiency and effectiveness.

Remember, time is a valuable resource, and managing it effectively is essential for success in sales. By adopting these strategies and developing good time management habits, you can improve your sales productivity, achieve better results, and excel in your sales career.


[^1]: 7 Must-Have Time Management Tips for Salespeople
[^2]: 13 Time Management Hacks for Sales Reps
[^3]: Effective Time Management Strategies From Sales Experts
[^4]: Sales Time Management
[^5]: Prioritizing Sales Tasks In Order of Importance
[^6]: Sales Productivity

[^8]: Effective Time Management Techniques for Sales Experts
[^9]: How can you prioritize your sales tasks and avoid missing opportunities?
[^10]: 4 steps to prioritize tasks (and get sh*t done) [2022]

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