When someone says, “I can’t stop having meetings, they keep scheduling me all the time, I don’t even have time to eat or update the CRM…,” it raises the question: Is time really being managed effectively, or are we allowing ourselves to be swept away by the flood of tasks that supposedly need to be done to appear productive? Is working this way truly productive and proactive for achieving successful outcomes, or is it just an illusion?
An inspiring example is a Vice President of Sales from a high-tech company whom I worked with and admire. He always replied to emails and had time to pick up the phone when someone needed him. Although he had many important and strategic responsibilities, he wisely chose what to do. He planned conscientiously and knew when to say “yes” and when to say “no.” He also knew how to delegate and trust his team. He was an inspiring leader who consistently met and often exceeded his goals.
So, as consultative salespeople, are we allowing circumstances to control our daily schedules, feeling out of control but claiming we’re working hard and have no time? Or are we planning properly and strategically choosing our battles?
A good consultative salesperson is not rushing from one meeting to the next, nor letting emails and social media dictate their agenda. A good consultative salesperson plans carefully, decides what to do and what not to do, and maintains control over their schedule and time. This allows them to work effectively and efficiently, moving opportunities quickly and proactively through the sales cycle.
This does not mean rushing around, ignoring emails, or reacting to meaningless meetings that only waste time—a finite and irrecoverable resource. Instead, it’s about strategic planning, delegating when necessary, and having the discipline to focus on what truly matters. Only by doing so can we ensure that our work is not only productive but also meaningful and aimed at success.
There are many time management tools available. One of them, which should be one of the consultative salesperson’s best friends, is the CRM. It is essential for planning and focusing on what’s important. Another key tool is the salesperson’s calendar, which should be synchronized with the CRM. Staying in control of the Pipeline and Forecast, keeping them updated, and being honest is critical. There are also general tools like the Eisenhower Matrix and the Pomodoro Timer, which I suggest exploring to find the ones that work best for you.
In conclusion, as I mentioned earlier, time is a finite resource for everyone, and it doesn’t come back. I encourage you to pause for a moment, be honest with yourself, and reflect on how you are using your time. Are you using it intelligently? I believe there is always room for improvement in how we manage our time.
