The Reality for Sales Today

Every day, sales professionals wake up ready to sell - but the day to day reality is very different . Industry benchmarks reveal that less than 40% of their time is actually spent selling. The rest? Lost to admin, internal meetings, and low-value tasks that drain energy and derail focus. Hours that should be used driving pipeline and closing deals are swallowed by inefficiency or other people's priorities.

This isn’t just wasted time - it’s a wasted opportunity, costing organisations millions in unrealised revenue.  And it's not only costing you potentially million in revenue but also de-motivating your sales teams, leading to burnout and attrition risk of your high performers.

At Time to Sell we help change that equation. We don’t just coach - we transform how sellers work. By reclaiming hours lost to admin and redirecting them to high-value selling activities, you can unlock measurable gains with up to 20–35% increase in pipeline creation, 10–20% uplift in deal conversion, and up to 30% boost in overall productivity.

When sellers are in control of their time, they feel empowered. Motivation soars, confidence and momentum returns, and results follow.

So how do you move to the optimised state?

In the sales coaching sessions I run for both sales teams and sales leaders I start with self-awareness on how much time is really spent selling. I then move the focus to the impact that selling time is actually having. For this, I have them define their weekly Time Audit - a simple tool I created to plan for and measure the return on your time.

Key coaching questions all sellers and sales leaders should be able to answer for themselves include:

• Do I know the value of each hour of selling activities?

• Did I invest enough hours in these selling activities?

• What distracted me from my high value activities?

• Was my personal time protected and did I protect my wellbeing?

What a lot of seller lose sight of is the real reasons they work so hard to be successful in sales. These are the personal motivators in terms of life experiences that won't be possible if they're not successful. Our personal life experiences should not be the reward for working hard with intention - they should be the reason we do.

The next indispensable life skill I coach teams on is how to plan your time with intention to realise your full potential. In today's high pressure sales environment, activity is often misconstrued as impact - and without the right tools, sellers can inadvertently use their time on low or zero impact activities. This is where I share my system of Smart Rocks - a proven tool to always plan with intention and execute with precision. Because when you plan and track with purpose, every hour is a well-defined step to a greater version of yourself.

The result? Motivated sellers, sharper focus, and a culture of performance that drives sustainable revenue growth.

In today’s sales environment, meetings, shifting priorities, and reactive demands all compete for your time.  But if you apply intention in everything you do, it will make all the difference.

Remember these 3 key disciplines:

• Audit your time to identify what’s truly moving the needle.

• Plan your day around your energy peaks and strategic priorities.

• Say no to distractions that take away from your performance and drain your energy.

Intention, when you apply it consistently, stops others taking control of your time and you veering off course towards burnout. It is the core principle that will ensure you live the time of your life in both your professional and personal life.