❌ What most reps get wrong:
They think the best sellers work more hours.
But in reality?
The best reps aren’t the ones online at 20:47 replying to Slack.
They’re the ones who:
✅ Know exactly where their revenue comes from
✅ Spend 80% of their time on high-ROI actions
✅ And say “No” more often than they say “Yes”
📊 The Data:
🔹 The average rep spends only 2 hours daily actually selling
🔹 The rest goes to CRM admin, meetings, and internal processes
Meanwhile, top performers protect their prospecting time like gold.
In short?
Time isn’t your enemy.
But lack of clarity is.
Let’s fix that.
⏱️ Your Sales Time Audit (5-min Exercise)
Take out your calendar.
Ask yourself:
-
Where does my revenue actually come from?
→ E.g. LinkedIn, cold calls, referrals, live demos?
Double down on what works for YOU! -
What’s taking up my time that’s NOT tied to pipeline?
→ Be ruthless: Slack chats, CRM admin, internal calls?
Cut what you can cut to make sure you invest your time rather than waste it! -
What can I automate, batch, or block out?
→ Calendar blocks = boundaries = better selling
Keep your calendar clean and tidy based on what you really need!
Do this once per month. Your quota will thank you.
📆 A Daily Rhythm that works
As an SDR and as an AE, I always blocked my calendar like my job depended on it. Because… it did.
Pipeline doesn’t come from being “available”. It comes from being intentional.
My results?
✨ 10/12 months Top Performer as an SDR
✨ 345%+ annual quota hit as an AE
Here’s a rhythm that helped me (and now helps Sales in DACH members):
A Day of an SDR
A Day of an AE
Let me put it this way...
If it’s not on your calendar, it’s not happening.
Block time like a pro athlete blocks training.
Prospecting. Follow-ups. Deal strategy.
Even breaks.
No one else will protect your time, so you better.
💪 Quick Win Challenge:
This week, audit your calendar.
Kill one meeting. Add one hour of focus. Tell me how it goes!
✨ Want more systems like this?
We break down exactly how to run your week, your pipeline, and your deals, inside the Sales in DACH Academy: 🎓 Join for 1€/day
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