Where your 60+ hour weeks actually go

Hey there,

Most sales leaders have no idea where their time actually goes.

I discovered this the hard way as an RVP managing a $62M business unit. I thought I was spending most of my time on strategic work and team development. But when I actually tracked my time, I was shocked to find that over 70% of my hours were going to low-value activities. No wonder I was working nights and weekends just to keep up.

Here's what we'll cover today:

• How to conduct your own time audit

• The most common time wasters for sales leaders

• How to reclaim 10+ hours per week

Let's find out where your time is really going.

5 Steps to Stop Wasting 70% of Your Time on Work That Doesn’t Matter

First, let's be clear: you can't optimize what you don't measure. Here's how to get clarity on your time.

Step 1: Track Everything

For one full week, record every activity in 30-minute blocks. Include everything - emails, calls, meetings, breaks, planning time. Don't try to change anything yet - just observe.

Step 2: Categorize Your Activities

Group your activities into:

• Strategic Work (deal strategy, planning)

• Team Development (coaching, 1:1s)

• Revenue Generation (customer meetings)

• Administrative (email, reports)

• Other (breaks, travel)

Step 3: Analyze the Data

Look for:

• Time spent vs. value created

• Energy patterns throughout the day

• Unnecessary meetings

• Delegatable tasks

• Time leaks

Step 4: Identify Recovery Opportunities

Common areas for immediate recovery:

• Converting updates to email/Loom videos

• Delegating admin work

• Batching similar tasks

• Protecting focus time

• Setting meeting limits

Step 5: Create New Standards

Establish clear rules for:

• Meeting criteria

• Email processing

• Focus blocks

• Recovery periods

• Delegation protocols

That's it.

Here's what you learned today:

• Most sales leaders spend 70% of their time on low-value work

• Time audits reveal immediate recovery opportunities

• Simple systems can reclaim 10+ hours weekly

Start with just one day of tracking. You'll be surprised at what you discover.