The Audible-Ready Sales Podcast Tips for Managing Your Time
Sep 23, 2025
John Boney, a seasoned sales practitioner and trainer, shares invaluable insights on time management for sales reps. He emphasizes treating your territory like a business by adopting an ownership mindset. John reveals effective strategies for balancing current deals with pipeline generation, highlighting the importance of weekly goals and time blocking. He advocates for proactive selling through strategic planning and offers advice for managers on how to effectively coach teams without micromanaging, fostering a culture of accountability and support.
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Treat Territory Like A Business
- Elite sellers act like CEOs of their territory and treat time as a finite resource.
- If it’s not on the calendar, it effectively doesn't exist for them.
Prioritize Revenue-Driving Activities
- Focus on solving business problems and own every stage of the deal cycle.
- Protect your calendar and remove activities that won't generate revenue.
Keep Qualification Continuous
- Qualification and discovery are ongoing, not one-time events.
- Continuous qualification keeps reps aware of changing deal dynamics.