This is Jeb Blunt and it's Money Monday on the sales gravy podcast.

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

Money makes the world go round.

I'm not talking around town.

Remy gave me the sound.

You cannot manage time. This is an immutable truth. Time is inextricable and relentless. You cannot stop it, get it back, reinvest it or recover it. Once it's gone, it's gone. You see, time by its very nature is unmanageable. But what is manageable is you, the way you think about time and the choices that you make about time.

Time discipline is a simple choice between what you want now and what you want most.

Each moment of the sales day, you are faced with three choices about how to invest your time.

You can do trivial things that add little value, like watching cat videos, checking social media,

or texting your friends. You can spend your time on important things like researching prospects,

doing reports, or returning an email from the boss. Or you can spend your time on activities that are impactful.

And the most impactful things that you can do as a sales professional is prospect for new

opportunities, engage prospects and sales conversations, and qualify and advance opportunities

through the sales pipeline.

Sadly, though, it's human tendency to waste time on trivial activities while mission-critical

tasks are ignored.

It's not uncommon for salespeople to waste 50% of more of the time on low-value activities

that do not produce sales outcomes.

So let me make this crystal clear. Sales professionals get paid to sell,

period, end of story. This is how you make impact. Now, you can whine and complain about all the

other stuff that you have to do if you like, but it will not change the fact that your job is to be

interacting with qualified prospects during the golden hours

...