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Sales professionals—account executives (AEs) and sales development representatives (SDRs)—know the value of every minute. Success in sales isn’t just about persistence; it’s about precision. Enter time blocking: a proven method to organise your week and maximise productivity.
As we look ahead to 2025, the demands of hybrid work, advanced analytics, and the ever-competitive sales landscape make time management more critical than ever. This guide walks you through a weekly planning framework tailored for modern sales pros, complete with a reusable template to streamline your schedule.
Why time blocking works for sales professionals
Time blocking is the practice of dividing your day into dedicated chunks, each assigned to a specific activity. For salespeople, this approach helps in:
- Prioritising revenue-driving activities: Focus on tasks that directly impact your quota—prospecting, client calls, and follow-ups.
- Minimising context switching: Jumping between tasks dilutes focus. Time blocking ensures uninterrupted work periods.
- Avoiding burnout: Balancing work with breaks improves long-term productivity.
- Tracking progress: Scheduled blocks help measure and reflect on how time is spent.
How to time block your week
Follow these steps to design a week that balances prospecting, outreach, meetings, and personal development:
1. Assess your weekly priorities
- Set goals: Start by identifying your top priorities for the week. Use metrics like pipeline value, meetings booked, or contracts closed.
- Categorise tasks: Divide your responsibilities into categories such as prospecting, meetings, admin work, follow-ups, and learning.
2. Use the 80/20 rule
- Focus 80% of your time on activities that drive results, like outbound outreach and client engagement.
- Allocate 20% to supportive tasks like CRM updates and internal meetings.
3. Choose tools for time blocking
Utilise digital calendars like Google Calendar or specialised sales tools integrated with scheduling apps. Most allow for color-coding, alerts, and syncing across devices.
4. Create your weekly template
Here’s a sample time-blocking chart tailored for an AE/SDR. Use it as a starting point and customise it based on your workload and priorities.
Tips for effective time blocking
- Batch similar tasks: Grouping tasks like outbound calls or follow-ups avoids wasted time transitioning between activities.
- Stick to your schedule: Avoid moving blocks unless absolutely necessary. Treat them as non-negotiable meetings with yourself.
- Set boundaries: Share your availability with your team to minimise interruptions.
- Evaluate weekly: Reflect on what worked and adjust your schedule for the following week.
A sales pro’s secret weapon: Flexibility
Time blocking requires discipline, but sales is inherently unpredictable. A prospect may request an urgent demo, or a deal could stall, requiring immediate attention. Leave buffer times to accommodate such surprises without derailing your schedule.
What's in store for 2025
With advancements in AI and CRM tools, sales professionals have unprecedented access to data. However, these tools are only as effective as the salesperson using them. Time blocking ensures you make the most of your resources by combining structured planning with deliberate execution.
Final thoughts
Planning your week in 2025 is more than just organising tasks—it’s about creating a strategy to consistently hit your targets while maintaining work-life balance. Time blocking transforms your calendar into a tool that not only tracks your time but actively drives your success.
See our Pomodoro Technique blog to optimise your work bursts.
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