Your Calendar Is Lying About Why You’re Not Prospecting (Money Monday)

This is Jeb Blunt, and it's Money Monday on the Sales Gravy Podcast. Make money, money, money, money. Make money, money, Hi, everyone. Welcome to this episode of Money Monday. I'm Jessica Stokes filling in this week for Jeb. One thing that I often hear from busy sales professionals is that they are struggling to balance it all. The life of a salesperson is not for everyone. It's challenging. You are constantly trying to juggle current customer issues with internal meetings, building your pipeline with raising a family, and prepping for that big meeting while keeping your CRM updated. It can feel like riding a roller coaster every day. There's twists and turns and surprises that you don't always see coming. One moment, you're steadily climbing towards a big win. And then all of a sudden, you're plunging into chaos when you get an inbound request from a coworker that pulls you completely off track. You can feel the adrenaline and the pressure mounting as the end of the month approaches. With each day, you still need to hit your target while also trying to uncover pipeline opportunities for next quarter. Stephen Covey once said, The key is not to prioritize what's on your schedule, but to schedule your priorities. How often have you reviewed your calendar to see it full of non selling events? You know what I'm talking about. It's that internal meeting that you wonder why you are even being invited to. Or it's that reoccurring event, like Update my CRM, that you seem to just ignore every single day. Or maybe it's your prospecting window that you actually never complete because you seem to have other work to take care of. In sales, time blocking is how you stay productive instead of reactive. When you schedule your sales priorities first, like prospecting outreach, client meetings, and prepping for a discovery call, you actually ensure that the revenue generating work won't get lost among the less important busy work. And you have to protect those blocks like your commission depends on it, because it does. Let me ask you this. Have you ever declined an internal meeting to allow yourself time to prospect? My guess is probably not. Most salespeople look at any meeting as an excuse, a welcome excuse, not to prospect. It gives you the perfect get out of jail free card. Then when your leadership asks about how your pipeline and prospecting activities are going, you can actually prove how full your schedule is by turning to a jam packed calendar of internal meetings. But here's the truth. Your calendar tells the story of your priorities. If prospecting and selling time are not on it, then they're not your priority. And forgive me if I'm being a little too direct, but if prospecting and selling aren't your priority, then why are you in sales? So to ensure that you are scheduling your priorities, you need to have those priorities on your calendar. I understand …