Time Management: 10 Tips for Salespeople to Be More Effective

1. Reduce Admin Work and Pointless Tasks

It’s the small tasks that take just a few minutes—but by the end of the day, they add up and consume hours of your time. Most of them can be skipped, done more efficiently, or automated, so you can use your energy on more meaningful work.

There are countless tools that can help:

• Struggling to schedule meetings with your team or clients? Use a shared calendar to quickly find a time slot that works for everyone.
• Spending too much time writing and planning tasks? Try using a project management tool.
• Are your client contacts and materials scattered across emails, spreadsheets, and folders? Use a CRM to store everything in one place and keep it organized.

2. Use Templates

Don’t waste time constantly creating something you’ve already made once. If you’re sending sales proposals, create a template—then just update the details and dates. If you’re reaching out to customers by phone, prepare a script with key questions that you can easily tailor to each client and situation. Most questions tend to repeat, so you won’t spend long minutes prepping for every call individually.

3. Have a Backup Plan B (C, D...)

A client cancels a meeting, the market shifts, or a deal falls through. The sooner you put that setback behind you, the sooner you can refocus on your next task. Always have backup plans ready—things to work on or shift to when something in your daily schedule changes. This way, you won’t waste time figuring out what to do next.

You can also check out our article on proven sales techniques for more inspiration.

4. Don’t Postpone Unpleasant Tasks

Everyone has tasks they dislike and most people try to put them off. Do the opposite: start your day with the unpleasant ones. Once they’re out of the way, they won’t hang over your head, and the rest of your workday will feel smoother and more productive.

5. When You’re Working on Something, Focus Only on That

Multitasking is a myth—it’s just rapid switching between tasks. That means you’re not giving full attention to any of them, and the results show it. Instead, focus on the task at hand. Give it your full concentration, and you’ll be more efficient, finish it faster, and the success will motivate you to tackle the next task.

6. Start Saying No More Often

This ties in with the previous point—distractions in the workplace, from emails and chatty colleagues to constant Slack messages. All of them pull your focus away and disrupt your perfectly planned day. The solution? Learn to say no to requests and tasks that aren’t important. Turn off notifications, agree with your team on deep work rules, and temporarily ignore minor requests. You can always handle those small things later.

7. Remember the 80/20 Rule

This refers to the Pareto Principle, which states that 80% of results come from 20% of the effort. In sales terms 80% of your sales come from 20% of your clients. Only a small portion of your tasks truly matter, while most have little or no impact on your revenue. So don’t waste time or energy, focus on the activities with the highest potential.

Focus is one of the key traits of a successful salesperson. We cover the others in this article.

8. Plan and Prioritize

The day’s almost over and you’re ready to head home, but take a few extra minutes to plan tomorrow. In the morning, you won’t waste time figuring out where to start and can jump straight into tasks with full energy. Put the most urgent tasks first. Tackle the toughest ones early—or schedule them for the time of day when you’re most productive.

9. Shorten Calls and Meetings

It’s often said that most meetings could have been emails. Don’t waste time on unnecessary calls or meetings cut them off as soon as it’s clear they’re no longer productive. It takes a bit of assertiveness, but gaining those extra 10 minutes is well worth it.

10. Take Breaks

We’ve been encouraging you to use every minute efficiently—and now we’re telling you to take a break? Yes. A pause for a short walk, a coffee, or a peaceful lunch without work is one of the best boosts for your productivity. You’ll return with a clear mind and recharged energy. To avoid feeling like you’re wasting time, schedule your breaks into your workday—and treat them like any other important task: don’t skip them.

Plan Your Time in a CRM

Every CRM includes a dedicated calendar for salespeople. It lets you clearly track all your tasks, client meetings, and team events—often linked directly to specific deals. Try a CRM for free and see how it can improve your time management.