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01/14/2026
The Upside of Sales Chaos
Source: Bill Farquharson, January 12, 2026
Some of the best sales periods are also the busiest. In those peak times when orders are coming in, clients are calling, and you're running from fire to fire, it’s easy to confuse busy with productive. Don’t. Instead, lean into the chaos, but do it with focus.
Recognize that this is your profitable period. These are the weeks that move the needle BIG TIME. So yes, work extra hours. Stay late. Catch up on a Saturday morning. Do everything you can to stay chaotic. But make sure the sales actions you are taking are the right ones.
Distractions don’t come with labels on them. They are often disguised as seemingly important tasks and while they might need to get done, they don’t always need to get done right now.
Productive sales reps match up tasks with energy level and priority. Busy reps make choices mindlessly. That is, they react. Planning and thinking ahead is part of the solution. Making better decisions in the moment is the other part.
By the way, this is not to say you must be work-work-work all the time. Taking a break, chatting with a co-worker, or going for a midday walk can actually BE the best use of your time. Such actions serve a purpose.
During chaotic stretches, opportunities pop up constantly. But not all are worth your time. You can say, no. Remember: It’s okay to run hard if you’re running in the right direction.
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