Good morning!
I hear Sales Vault clients claim, “I don’t have the time for prospecting” and I reply, “You do the time. You are just making different choices.”
You see, it’s not a time issue.
It’s a priority issue.
Every sales rep and seller owner says the same thing:
“I’d prospect more…if I had the time.”
Where does your time go?
On:
- Putting out fires
- Responding to emails
- Handling small, low-value tasks
- Servicing work that doesn’t lead to growth
All of which feel important.
But aren’t always productive.
Here’s the reality:
You’re choosing urgent over important.
And in sales, that choice has consequences.
Because prospecting is not urgent…until it is.
By the time you need new business, you’re already behind.
This is why people struggle with how to consistently prospect while managing existing clients.
The solution isn’t to “find time.”
It’s to protect time.
Block it. Schedule it. Treat it like a client meeting.
Insert a dollop of accountability.
Your future pipeline depends on it.
You don’t need more hours.
You need to decide what matters most—and act accordingly.
And pssst, by the way. Helping salespeople and selling owners become more productive is what I do.
Just ‘sayin…
