Organizing Sales Tasks for Maximum Productivity

Most overwhelmed SMB AEs don’t have a time problem. They have a focus problem. → Calendar full of “maybe” deals → Back-to-back demos with no prep → Slack, email, CRM, Zoom, repeat You’re not “too busy.” You’re just reactive. Here’s what my top-performing reps do instead: 1. PLAN TOMORROW TODAY: Before logging off, they stack rank their pipeline: → Hot deals that need movement → Stalled deals worth reviving → New leads to work Then they pick 3 must-win actions for the day. Calls, emails, prep — doesn’t matter. Just 3 high-impact moves that move pipeline. No guesswork in the morning. Just execution. 2. TIME BLOCK LIKE A SNIPER: → 9–11: Prospecting (fresh brain, full focus) → 11–12: Deal follow-ups → 12–1: Lunch + recharge → 1–5: Meetings, demos, and closing tasks Everything has a lane. And yes — you’re a human, not a robot. Block lunch. 3. PROTECT THEIR "THINKING TIME": Top reps don’t wake up and sprint into chaos. They take 30 minutes to get locked in. → Visualize their toughest call → Rehearse their key questions → Prime their mindset to win No emails. No Slack. No noise. Just them vs. the day — fully dialed. That’s how you walk into calls already 1–0. You don’t need more hours. You need to protect the right ones — and know exactly what to do with them. What’s one block you can remove this week that’s not serving your quota?

You're staring at your calendar filled with back to back meetings. Slack notifications blowing up your phone. 57 unread emails. And your manager just asked why you haven't hit your outbound quota this week. Is this you? Here's the harsh truth most sales leaders won't tell you: Your productivity "system" is actually DESTROYING your performance. I see it every day. Reps working 12-hour days but barely hitting quota. Constantly reactive instead of proactive. Feeling overwhelmed while watching top performers somehow find time for family, fitness, AND crushing targets. What's the difference? Top performers don't have more time. They have INTENTIONAL SYSTEMS. After coaching thousands of reps from struggling to President's Club, I've developed the PACER Method that's transforming how enterprise sales teams operate: P - PERSONAL: Block purple time for family events, quality connections, and being present. A - ADMIN + ACTION: Color code red for meetings, operations, and sales calls. Batch these together to avoid constant context switching. C - CREATION: Schedule blue blocks for deep work like building strategic account plans and crafting executive level messaging. E - ENRICHMENT: Mark green time for growth activities. Reading, learning, and developing skills that fuel your performance. R - RECOVERY: Protect yellow blocks for mental, physical and emotional renewal. Elite athletes need recovery periods…so do elite sellers. The key? Design your "perfect week" template with all 5 components color coded, then track your core metrics (discovery calls, win rate, ACV) to measure what's actually working. Even hitting 50% of your perfect week beats showing up reactive to whatever's in your inbox. The hardest territory to manage is the one between your ears. Your ability to master your calendar directly impacts your ability to master your income. — Want even more details about PACER? Go here: https://lnkd.in/gbpFye_t

I asked 10 sales leaders last week to tell me where their reps spend most of their time. 9 out of 10 couldn't answer with data. If you don't know where time is going, you can't improve productivity. Most sales teams are running on gut feeling instead of insight. They're busy, but not productive. Here's the 3-step framework I've used to help teams instantly reclaim 10+ hours per week: 1. ASSESS Have every rep track one full day of activities in 30-minute blocks: ✔️ Prospecting ✔️ Internal meetings ✔️ Deal prep ✔️ Admin work ✔️ Actual selling time Most teams are shocked to find actual selling time is under 25%. 2. SCORE Once you have the data, score each activity on a scale of 1-10: ➡️ Revenue impact (Does this directly drive deals?) ➡️ Necessity (Can it be eliminated?) ➡️ Automation potential (Can tech handle this?) ➡️ Delegation option (Can someone else do this?) This creates your productivity heat map. 3. EXECUTE Now implement the clear winners: 👉 Automate follow-up sequences 👉 Create templates for repetitive communication 👉 Delegate admin work to support staff 👉 Eliminate low-value internal meetings 👉 Block calendar for high-impact activities The best teams are relentless about protecting selling time. I've seen teams implement this framework in a single afternoon and immediately reclaim 25% of their week. Your reps don't need more hours. They need better hours. Stop adding more to their plates. Start removing what doesn't drive revenue.