Allow us to start this journey by asking a simple question: how much time is used by sales reps to actually sell?  Perhaps you would be surprised to find out that on a day to day basis, only 36% of their time is spent on the activity their own title entails.

From a business point of view, that is quite shocking, especially when you take a look at those 64% non-revenue generating tasks:

The reasons behind this paradoxical phenomenon vary.  The bottom line? It all comes down to lack of proper time management and eliminating wasteful motions.

With a dynamic day that consists of scheduling, rigid organisation, productive meetings, following up, and much more, how is it possible that:

70% of reps are not even using any kind of software to manage their time.

Obviously, challenges are no exception to the ordinary day they experience. Here is a list of struggles that might be holding sales reps back from using their full potential:

The lack of targets and information in a meeting.

A good body language, charisma, and obviously, an innovative product, are vital weapons when attending the psychological “battlefield” that a meeting with a client can turn into.

However, preparation and good research beforehand should always be part of the routine. Having updated and relevant information is crucial in asserting that you are qualified to solve a client’s complex challenges.

When the conversation lacks focus on a certain goal, your points may come across as not well thought out.

Remaining impartial

Quite often, sales reps will base the outcome of a meeting simply on their gut feeling.

After excellently presenting a product, its vision, and all the benefits it can bring to a business, things must be moving on the right track, right?!

Two people can have a completely different experience during a negotiation. In order to remain objective on how things turned out, you need constant feedback from the very source.

Get in touch with your clients in the follow-up process as soon as possible.

The quicker you get a reaction, the more likely you are to make changes and get a chance to turn things around.

Getting it all done.

There’s not enough time in a day, especially when that day doesn’t have determined goals and a clear-cut agenda. Any decision you make when it comes to travelling to a certain destination, pursuing leads or prospects, and nurturing relationships, won’t be constructive if you don’t determine priorities.

Time management can be an art form in itself, yet with the right tools, you can automate certain tasks that simply waste time and efforts.

Technology should be a sales rep closest companion and essential in any journey. With continuous insights on your clients, mapping out your day, week, or even month can become easier and more effective.



The chaotic and enduring lifestyle of constant mobility.

As the name suggests, these professionals are literally on the road regularly. Whilst their travelling engine can alter, the intensiveness of their day might not.

With bad eating habits, sleeping schedules, and jet lags, self-care can be the least of their priorities. Healthy choices can definitely be abandoned when appointments with clients or reaching business goals are your primary focus.

As alcohol can be an essential part of socialising in this industry, you need to make provisory steps to keeping your body in good condition. Those deals won’t get closed if your immune system is struggling to keep you alive from all the indulgences.

Meal prepping, researching your route and hotel, taking care of your physical and mental wellbeing. Small steps can lead you to a healthier and prosperous road.

A conclusion: A good strategy is key.

Not everyone is cut out for this job, but the ones that do it with passion should optimise their workflow as much as possible.

You are in a chess game against time, competitors, and most importantly, your own ineffective ways. Every move should be strategic and have a purpose. That way, you can get the most out of each day, and do what you know best: sell.