- 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:
FINAL CALL: ENCORE 2026 Is Just Days Away!
This is it! The 2026 ENCORE Leadership Conference is just days away, and time is running out to get yourself and your emerging leaders in the room. Six sessions. One powerful day. Ideas your team can put to work immediately.
Read MoreLAST CALL FOR GOLFERS: There’s Still Room on the Tee!
Been meaning to register? Consider this your reminder! The 21st Annual GMA & Sterling Distribution Golf Tournament is just days away, and we still have room for a few more golfers. Grab your clubs, grab your team, and join us October 6 at Royal American Links!
Read MoreGMA Member News: Brothers Printing Begins an Exciting New Chapter
We’re excited to share some great news from longtime GMA member Brothers Printing. After more than a century of serving customers, the Cleveland company is entering its next chapter by joining forces with Foote Printing, bringing together two Cleveland-rooted companies, expanded capabilities, and the same trusted team and commitment to service.
Read MoreMichigan Members: A Limited-Time Opportunity to Take Control of Natural Gas Costs
Michigan members have a unique opportunity through GMA’s partnership with TogetherSolve to gain greater predictability over natural gas costs before winter arrives. The window to participate is limited, so now is the time to explore whether this opportunity makes sense for your operation.
Read MorePRINTING United 2026 Showcases the Energy and Momentum of Our Industry
Congratulations to PRINTING United Alliance on another successful Expo! GMA President Andrew Schall joined thousands of printing professionals in Las Vegas for an impressive showcase of technology, innovation, and industry connection, while spending valuable time with GMA members and partners from across the country.
Read MoreWhy New Reps Fail
Bringing a new sales rep onto your team takes time, investment, training, and a whole lot of hope that you made the right hire. But hiring the right person is only the beginning. This week, Bill Farquharson looks at what can derail a new rep’s success and what sales leaders can do to give them a better chance of succeeding.
Read More