(From the 7-Part Relentless Sales Mistakes Series on jonalwinson.com)
Most sales reps don’t have a closing problem.
Instead, they have a calendar problem.
Here’s the truth:
You can’t build long-term sales success if you’re spending your time in the wrong places.
📉 Too often, reps burn their best hours reacting, checking in, or babysitting their best customers.
📈 Meanwhile, the top performers do the opposite: they time-block for accomplishment, protect their key selling hours, and systematically pursue new business.
In Relentless Sales (Chapter 7), I say it plainly:
“Time is your most valuable resource—and how you manage it reflects how seriously you take your calling.”
👉 In other words, great reps spend their time differently:
Top performers apply the 80/20 Rule—doubling down on what actually moves the needle
Time blocks are sacred—set aside hours for revenue-generating work, not just reacting to the “urgent”
Calendars are managed like pipelines—with discipline, clarity, and intent
As a result, they stay focused, consistent, and productive.
More importantly, they create space for growth—not just maintenance.
You can’t outsource your focus.
If you don’t protect your schedule, someone else will…
💡 Want a real competitive edge?
Try saying “no” to more things that pull you away from hitting your numbers. It’s ok to say no.
One of my heroes in business, @Rory Vaden says, “Diluted focus leads to diluted results”. He is spot on!
📌 Action Step:
- Think about your last 2 customer interactions.
- Identify the activities that actually created momentum.
- Eliminate anything that drained time without driving results.
- Focus your time this week on the actions that move you closer to hitting your Q2 goals.
🔥 Catch the full 7-Part Relentless Sales Mistakes Series:
- Mistake #1: No Plan, No Progress
- Mistake #2: Unclear Objectives & “Ask”
- Mistake #3: You’re Still the Star of the Show
- Mistake #4: What’s the REAL Number? Understanding the Competitive Gap
- Mistake #5: Talking Too Much
- Mistake #6: Poor Internal Communication.
- Mistake #7: Time Mismanagement
➡️ Someone in your circle needs this truth today—share it with them. Let’s get better, together!
// S T A Y R E L E N T L E S S //
-Jon
#RelentlessSales #SalesLeadership #SalesProductivity #TimeManagement #FaithInBusiness #RevenueGrowth #HighPerformanceHabits #SalesTips #Stewardship #CalendarClarity #PurposeDrivenSales #LinkedInSales #MentalToughness #B2BSales #SalesCoaching #RoryVaden