The Importance of Time Management in Sales: Stay Focused

The main thing is to keep the main thing the main thing! ~ Steven Covey

Q: What is your career?

A: “Sales”


Q: So what were you hired to do?

A: “Sell”


Q: What are you doing right now?

A: “Well, I’ve got to review these contracts, update the CRM, call a vendor, oh and I have a staff meeting in 15 minutes, about 30 emails to answer, the boss is coming by, so I’ve got to clean the displays and bake fresh cookies. Oh, and then I’ve got—”

Here’s a blast from the past 5 Minute Sales Training video, but the message remains relevant throughout your life in general and specifically in sales.

Look, sometimes sales isn’t just about selling, right? But let’s be honest, selling is the main thing! It’s why you’re employed! Herein lies the importance of time management in sales.

How can we ensure that it stays at the top of our focus when there are so many distractions?

There’s a major psychological issue when it comes to crisis-driven activities.

When in crisis mode, you lose the ability to know what really matters.

It’s the difference between being busy and being effective. But now let’s talk about focus. Even when things are crazy.

Multitasking is a myth. That’s just not how the brain works. The brain can, at best, move from task to task fairly quickly, but it still can only work on one thing at a time.

The problem here is that when the brain is constantly shifting, it is never fully focusing. So even with the important stuff, we’re only partially engaged mentally.

The only way to handle this is to learn how to tune out unnecessary distractions.

You must be exceedingly intentional regarding the things that matter most.

For salespeople, that means lead conversion.

Lead conversion is always the number one priority.

Throughout the day, your brain needs to rest from time to time. Your brain is not built to go nonstop all day long without refreshing.

When you try, you end up using a depleted brain. And that means that the things that you are doing take longer and are actually of lesser quality. Your brain needs rest.

You need those quick little snippets of time to step away from all of the crazy.

It doesn’t take very much. Short walks, a quick video chat with your kids or to a friend, maybe reading just a couple of paragraphs of something inspirational, or frankly, just sitting alone with a few deep breaths.

Until next time, learn more to earn more!

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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.