- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
09/18/2024
Time, Tasks, and Productivity
Source: Bill Farquharson, The Sales Vault, September 16, 2024
You know, much of what I write about is personal. That is, it’s obviously my point of view but it’s also coming from my experience. Oftentimes I wonder how much is due to my age.
This is one of those sales tips.
I find it to be both valuable and necessary to match up certain activities with specific time of day. For example, my “creative” time is almost always in the morning. I have an energy at that time that I don’t have in the afternoon. And again, I’m not certain if that was always true or it’s just true now as I approach 64 years on the planet.
But I think the idea of tasks at specific times of day has nothing to do with your age.
Take sales appointments.
The worst time to meet with a client is right after lunch. During this time, your body is busy digesting food, which can lead to drowsiness. Depending on what you or your client ate, you might find yourself presenting to a sleepy audience—or delivering your pitch with less energy and enthusiasm.
Avoid that.
Late in the day or even late in the week can also be another low energy situation and there are certain sales activities you’re going to want to avoid.
The key to time management is preparation. The key to productivity is timing. You do certain things better at certain times. Maybe it is age driven, but i think all of us would be well served to be aware of our peaks and valleys.
Step back and look at your week as a whole. Then look at your task list. See if you can’t improve your productivity by thinking ahead and planning to take on those tasks more strategically.
Phew! That was exhausting. I might need a nap now.
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.
Other Vault resources:
2026 Print Week Celebrations
We eagerly anticipate the upcoming celebration of our Print Excellence Awards, where we will recognize outstanding achievements in print across our four regions. Alongside honoring contest winners, we're excited to pay tribute to distinguished individuals who have made significant contributions to the print community.
Read MorePlease Don’t Break My Heart (or My Cash Flow)
In the fast-paced world of printing, falling for the wrong customer can feel like a bad romance. Read more about PICB’s reminder that when “love” turns into a late payment, it’s time to call for help.
Read MoreWhat’s Your Employee Mission (EVP)? A Printing Industry Wake-Up Call
An EVP states the value, rewards, benefits, and gains employees receive from their commitment to serve the company…both in monetary and nonmonetary ways. From a previous “Printing Industry Performance & Insights” study, there is significant value in printing companies defining and stating their EVPs.
Read MoreWhen Constraints Spark Creativity: The Future of Packaging
Ahead of Packaging Innovations & Empack 2026, creative technologist Jude Pullen explores how constraints, from regulation to logistics, can become the most powerful driver of packaging innovation.
Read MorePaper Matters - You Can Be a Tree Hugger and a Paper Lover
The Love Paper campaign, planned for February 2026, leans into facts – but doesn’t neglect emotion.
Read MoreBack to Your Sales Future
They say the best indicator of the future is the past. A visit to the past can also help your sales future, as explained in Bill Farquharson's Short Attention Span Sales Tip this week.
Read More