Perspective on Time Management

Originally Posted on LinkedIn 5/12/25

Let’s talk Time Management. I don’t mean ‘being organized’ or ‘to do’ lists. Rather, I mean your workday…holistically.

For this conversation, I am going old school…meaning if you want to get ahead, then be willing to put in the hours; earnest 40-hour work weeks may keep you employed, but will not move you up the ladder.

So, consider your overall workday. From say 8am-5pm, you can do any tasks you wish. But after 5pm, you typically cannot see or speak with customers and prospects. So, I always directed my sales teams to respect these “Golden Hours” of 8-5 and use them to get in front of customers and prospects, and to do their administrative work after 5pm.

It is easy to do ‘busy’ (i.e. administrative) work for 8 hours and go home feeling like you ‘did something.’ But sales managers and business owners should be directing their sales teams to respect these ‘Golden Hours’ and get in front of the folks who issue contracts.

 Sales is the lifeblood of all companies, and true selling success requires a combination of new business, and enhanced relationships with rostered accounts.