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Complete Story
04/28/2026
Your Time Management Isn't About Time Management
Source: Bill Farquharson, April 27, 2026
There's busy and then there's productive. Right now, if you are busy, you can be more productive once you are on the other side of Bill Farquharson's Short Attention Span Sales Tip.
I hear Sales Vault clients claim, “I don’t have the time for prospecting” and I reply, “You do the time. You are just making different choices.”
You see, it’s not a time issue.
It’s a priority issue.
Every sales rep and seller owner says the same thing:
“I’d prospect more…if I had the time.”
Where does your time go?
On:
- Putting out fires
- Responding to emails
- Handling small, low-value tasks
- Servicing work that doesn’t lead to growth
All of which feel important.
But aren’t always productive.
Here’s the reality:
You’re choosing urgent over important.
And in sales, that choice has consequences.
Because prospecting is not urgent…until it is.
By the time you need new business, you’re already behind.
This is why people struggle with how to consistently prospect while managing existing clients.
The solution isn’t to “find time.”
It’s to protect time.
Block it. Schedule it. Treat it like a client meeting.
Insert a dollop of accountability.
Your future pipeline depends on it.
You don’t need more hours.
You need to decide what matters most—and act accordingly.
And pssst, by the way. Helping salespeople and selling owners become more productive is what I do.
Just sayin'...
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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