Sales Training - Managing Your Time
About This Video
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.
What You'll Learn
- •How to audit your weekly activities and separate revenue-producing work from busy work
- •Calendar blocking strategies designed for the unpredictable rhythm of sales
- •Techniques for batching administrative tasks to prevent them from fragmenting your day
- •The discipline of protecting peak-energy hours for prospecting and deal advancement
- •How to say no to internal requests that don't directly serve your quota
- •The specific time-wasters most reps fall into and how to eliminate them
