Time Management – For Sales Professionals

This course is designed for sales professionals who want to take control of their day, reduce stress, and focus their energy on what matters most: closing deals and building strong customer relationships.

You’ll begin by examining how time impacts the sales cycle and where productivity is commonly lost. From there, you’ll learn to identify high-value activities using the 80/20 rule, apply task prioritization strategies, and plan your day for maximum efficiency. You’ll also gain practical techniques for staying focused, reducing distractions, and leveraging CRM tools to streamline workflows and automate follow-up.

Whether you’re a seasoned sales rep or new to the field, this course equips you with the systems, tools, and habits to increase productivity and close more deals—without burning out.

By the end of this course, you will be able to:

• Recognize how time management affects sales outcomes, stress levels, and opportunity loss
• Apply the 80/20 rule to focus on the most impactful sales activities and accounts
• Use time-blocking, task matrices, and planning tools to structure your day efficiently
• Leverage CRM tools and automation features to reduce manual tasks and streamline follow-up
• Identify and reduce common distractions to maintain focus and momentum
• Build a sustainable time management routine through habit-building, goal-setting, and regular evaluation

In partnership with:

Module 1: Time Realities of Sales & What Is Time Management?

This module introduces the importance of time management in sales and explores its impact on productivity and deal success.

• Understand how delays in the sales process can lead to lost opportunities
• Identify common time-wasting habits and how to avoid them
• Learn to prioritize follow-up actions to keep deals moving forward
• Prepare effectively before sales calls to increase success rates
• Reduce stress and boost productivity through intentional time use

Module 2: Prioritizing High-Value Sales Activities

This module focuses on maximizing sales efficiency by prioritizing high-impact tasks and applying the 80/20 Rule.

• Focus on the 20% of activities that generate 80% of your results
• Use CRM tools to identify and manage high-value accounts
• Apply prioritization frameworks (e.g., task matrices) to organize your workload
• Monitor your pipeline regularly and adjust strategies based on lead status
• Allocate more time to activities that drive revenue

Module 3: Planning and Structuring Your Day

This module covers daily planning techniques to help you stay focused and make the most of your time.

• Track how you spend your time to identify patterns and inefficiencies
• Use time-blocking to schedule important tasks and minimize distractions
• Complete five key tasks before 11 AM to start your day with momentum
• Reserve dedicated time for prospecting and outreach
• Build structure into your workday to maintain consistency

Module 4: Leveraging CRM and Sales Tools Efficiently

This module emphasizes using digital tools and systems to automate, organize, and optimize your sales efforts.

• Automate follow-ups to maintain timely communication
• Define clear pipeline stages to track deal progress
• Prioritize deals that are either near closing or at risk
• Use CRM dashboards to gain insights and stay on top of tasks
• Plan calls and take notes efficiently to streamline your workflow

Module 5: Overcoming Distractions and Staying Focused

This module provides strategies to minimize distractions and maintain focus in a busy work environment.

• Identify internal and external distractions that reduce productivity
• Set clear daily and weekly goals to stay aligned with your priorities
• Create a clutter-free, organized workspace to promote focus
• Analyze and schedule your time regularly for better performance
• Reduce unnecessary meetings and digital distractions

Module 6: Creating a Sustainable Time Management Routine

This final module helps you build a lasting time management system that supports ongoing success.

• Define your long-term goals and align your daily tasks accordingly
• Break larger tasks into smaller, manageable steps
• Establish consistent daily habits and routines
• Reflect on what’s working and adjust your system regularly
• Create a time management routine that evolves with your sales role