The starting point for optimizing time is to learn where time is currently being spent.  Attendees will be provided with a tool and instructions for doing a personal one-week time study to learn how their time (and effort) is now allocated. This feedback will set the stage for re-allocating and improving their time. 

Before they can establish the “ideal” time allocation, they need to sort their priorities into A, B, C categories.  Each person will determine which are his 2-3 top priorities (A) to make sure they are getting enough time to complete effectively. The participant will follow the same process for her less important priorities (B), identifying them and allocating time accordingly, and then do the same for the C activities.  The re-allocated times are “ideal times”, ongoing guidelines.

The second part of this course focuses on eliminating time-killers like interruptions, inefficiency, avoiding low-level activities that someone else can handle.  10 techniques will be discussed to enable the sales manager to be more efficient in handling all aspects of the job.  These techniques will optimize the daily time-use by planning and developing efficient methods to avoid obstacles that waste time or use it inefficiently.

Learning Objectives
  • Explore how your time is currently being spent
  • Identify, rank your priorities so you can allocate appropriate time for the important ones   
  • Discover 10 methods for saving time
Last updated/reviewed: March 14, 2024

Included In Certifications

This course is included in the following Certification Programs:

8 CoursesPorter Henry Sales Manager Certification

  1. Sales Coaching for Results
  2. Virtual Sales Coaching
  3. Counseling for Improved Sales Performance
  4. Managing Sales Performance
  5. Optimizing the Sales Manager’s Time to Achieve Priorities – Allocating/Saving Time for Top Priorities and Efficiency
  6. Recruiting and Selecting Sales Stars
  7. Sales Leadership 1 – Creating a Sales Vision
  8. Sales Leadership 2 – Influencing and Motivating the Sales Team
Course Complexity: Foundational

There is advanced preparation required. You will be able to download a valuable One- Week Time Study tool and instructions that will be used for assessing how you currently spend time; a sample will be demonstrated and analyzed during this course We recommend that you complete a related courses: Managing Sales Performance. 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Optimizing the Sales Manager’s Time to Achieve Priorities6:25
  Complete Personal Time Study4:42
  Rank Priorities by Importance6:56
  Are Top Priorities Getting Enough Time?5:26
  Time Management Techniques9:06
  Time Management Techniques (con't)8:10
  Optimizing the Sales Manager’s Time to Achieve Priorities 43:59
  Slides: Optimizing the Sales Manager’s Time to Achieve PrioritiesPDF
  Optimizing the Sales Manager’s Time to Achieve Priorities Glossary/IndexPDF
  Time Study Tool and Instructions DOCX