Time is money—often money lost. But rigid scheduling rarely works because the salesperson’s job is full of unpredictability and urgent customer requests.
The key is prioritizing high-impact actions and shedding the rest. Reps should segment customer value by three criteria: current orders, potential orders, and the account’s ability to influence acquisition of new customers. That focus keeps attention on the most profitable accounts and avoids wasting time on low-yield contacts. Top performers always carve out time for “extra moves” that drive long-term success: extra calls, presentations, learning, and product mastery. Delegate admin work so “hunters” can keep hunting instead of drowning in paperwork.