Sales Training - Managing Your Time

Sales time management isn't the same as generic productivity advice --- and John Barrows knows it. In this tactical video, Barrows addresses the unique time challenges that salespeople face: constant context-switching between prospecting, meetings, follow-ups, and internal admin, all while managing the emotional peaks and valleys of the sales cycle. He argues that most reps confuse activity with productivity, filling their days with tasks that feel urgent but don't move deals forward. Barrows provides a practical framework for auditing where your time actually goes, identifying the activities that directly correlate with revenue, and ruthlessly protecting those hours. He covers calendar blocking strategies designed for the unpredictable rhythm of sales, techniques for batching low-value tasks to prevent them from fragmenting your day, and the discipline of saying no to internal requests that don't serve your quota. This isn't theory --- it's field-tested advice from someone who's trained thousands of reps at the world's top B2B companies.