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The 24-Hour Advantage: How Top Sellers Turn Time into Revenue

  • Writer: Beth Torres
    Beth Torres
  • Jul 10
  • 3 min read

TL;DR

You have the same 24 hours as the world’s top performers. “I don’t have time” is rarely true. It’s often a cover for poor prioritization. In this blog, we’ll unpack that myth and show you how sales time management strategies can turn wasted minutes into closed deals. Learn actionable tips to boost sales productivity, reclaim your calendar, and start converting time into revenue.

Minimalist wall clock with black hands at 9:00 on a light blue background. White glowing rim, modern and clean design.
Image by Mortiz Kindler on Unsplash

THE SALES TIME MYTH THAT’S COSTING YOU MONEY

Let’s get real: Caitlin Clark has 1,440 minutes a day to hone her skills. Your buyers have 86,400 seconds to make high-stakes decisions. And you? You’ve got the exact same 24 hours. The only difference is how you use them.


“I don’t have time” is one of the most dangerous lies in sales. It’s not about time; it’s about sales time management and what you prioritize.

 

SALES TIME MANAGEMENT STRATEGIES: AUDIT WHERE YOUR TIME GOES

Your calendar is a mirror. If it reflects Netflix binges, extended lunches with non-buyers, or mindless scrolling, that’s your clue.


Here’s what 4 hours of misplaced time looks like:

  • 2 Netflix episodes = 120 minutes

  • A long lunch with your colleague (aka a non-buyer) = 75 minutes

  • Candy Crush = 34 minutes


Now flip it. Imagine what those same 4 hours could do if you:

  • Called 2 active customers

  • Followed up on proposals

  • Prospected 5 new leads

  • Role-played objection handling

  • Wrote a LinkedIn post for lead generation


That’s real sales productivity. That’s how top performers move the needle.

 

HOW TO INCREASE SALES PRODUCTIVITY: WHAT ELITE SELLERS KNOW

1. They Treat Time Like Currency


Every minute has a return on investment. Research from McKinsey shows high-performing reps spend far more time with customers, and far less on internal noise.


2. They Time Outreach to Buyer Behavior


According to Revenue.io, the best sellers prioritize outreach during peak engagement hours (early mornings and late afternoons) and use the phone to close.


3. They Do Their Homework


The LinkedIn State of Sales Report says 76% of top reps always research before reaching out. Preparation drives sales productivity and better outcomes.

 

TIME BLOCKING FOR SALES PROFESSIONALS: RECLAIM THE CLOCK

If you want to grow, time management for sales is your edge.


Here’s how to do it:


 1. Audit Your Day


Use a tool like Toggl to track how you spend your time for 2–3 days. You’ll be shocked by what’s actually eating your hours.


2. Time Block Revenue Activities


Cut the distractions. Use blocks of focused time for:

  • Outreach

  • Discovery calls

  • Proposal prep

  • Customer check-ins


These are sales rep productivity tips you can act on immediately.


3. The 3-3-3 Daily Rule

  • Talk to 3 current clients

  • Reach out to 3 new leads

  • Follow up on 3 deals

      This gives you 9 ways to grow the pipeline every day.


4. Customer-First Calendaring


Before you accept that internal meeting invite, ask: “Will this help me close a deal or serve a client better?” If not, delay it.


5. Learn to Say No


Protect your peak hours like your paycheck depends on it—because it does.

 

The 24-Hour Advantage Infographic
The 24-Hour Advantage Infographic

HOW TO MANAGE TIME IN SALES: THE ACCOUNTABILITY QUESTION

Ask yourself:

  • Am I acting like time is infinite, or like it matters?

  • Did I spend time on revenue-generating work today?

  • Did I follow up, refine my pitch, or improve my offer?


Sales success is about owning the time you have.


 

FINAL THOUGHT: DON’T CONFUSE BUSY WITH PRODUCTIVE

Activity isn’t the same as progress. The best salespeople don’t work more, they work smarter. They turn minutes into momentum with consistent execution and intentionality.


Remember: Sales isn’t about what you know but what you do with your time.

 

BOOK A FREE SALES TIME AUDIT

Get Your Personalized Sales Time Audit - Schedule a 15-minute assessment to identify your biggest time drains and revenue opportunities. THIS is an excellent use of your time. Watch as your productivity soars, sales multiply, and your business completely transforms.

 

 

Want More Tactical Advice Like This? Visit the Apexium Growth blog or check out our Quick Coffee with Beth video series for actionable sales, leadership, and GTM strategy insights, all under 5 minutes.


Want more real talk on building high-performing teams, consultative selling, or scaling smart? Subscribe to The Growth Edge email newsletter.

 
 
 

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