This is Jeb Blunt and it's Money Monday on the Sales Gravy podcast.

Say, make money, money, money, money, money, money.

Money makes the world go round.

I'm the talk around town.

Remy gave me the sound.

Welcome to the sales gravy podcast. I'm Brad Adams, senior master trainer at sales gravy, filling in for Jeb Blunt. And it's Money Monday. Now, today's topic is a practice that's kind of simple,

but yet incredibly powerful and fundamental to your success in sales. We're going to

dive into sales golden hours. Now, look, we all have the same number of hours and golden

hours in particular every single week. Yet many sales reps I've seen do kind of a poor job of

protecting them. I have a customer that sells into

manufacturing and one of their top reps from last year, Sarah, she crushed Q1 and Q2 and she was

the top five in all of the company. And yet she's only been with them for two years. She is

completely full of energy. She knows her product. She's a great technician. She connects well with

prospects and she can close deals in her sleep. And yet after slipping a little bit in Q3,

rolling into Q4, she's now in complete fight or flight mode. Her sales have slipped. Her prospects

are just not responding like they used to, and her manager is very

concerned. When I met with her, she told me that she is working harder than ever. She's helping

her customers with all of their issues, and she's turning these things around in record time,

and she just can't figure out why she's in a sales slum. Well, when I dug into what her day

looked like and how she was

allocating her efforts, her energy, and her time, it became completely clear to me what

was going on. The problem wasn't that she stopped working hard. The problem was that she was

...