As a Salesperson, you’ve probably been there. You have a list of calls to make, emails to send, or proposals to follow up on, but somehow scrolling through social media or reorganising your desk suddenly seems way more important. That, my friend, is procrastination at work. And while it may feel harmless in the moment, it can wreak havoc on your time management and, ultimately, your sales results.
Procrastination is more than just putting things off. It’s a mindset that convinces you that urgent but less important tasks are more important than the ones that actually move the needle in your sales performance. You tell yourself you’ll do that follow-up call after one more coffee or one more email. The next thing you know, the day has slipped away, and the most critical actions for hitting your targets remain undone. This is where effective time management becomes the make-or-break factor of your week.
Don’t think of time management as being about rigid schedules or micromanaging every minute of your day. It’s about prioritising activities that have the highest impact on your sales goals and taking consistent action on them.
Procrastination destroys time management because it replaces deliberate action with avoidance. Each minute spent avoiding important tasks is a minute lost that you can never get back.
Salespeople who struggle with procrastination often notice a few patterns. First, there’s the tendency to underestimate how long tasks will take. You think a follow-up email will only take five minutes, but then you spend twenty minutes crafting it perfectly. Next, there’s decision fatigue. When your brain is overloaded with choices, it’s easier to put off decisions entirely. Finally, there’s the fear factor. Sometimes procrastination is a sign of underlying fears like rejection, failure, or not meeting your targets.
The good news is that procrastination isn’t inevitable. With the right strategies, you can reclaim your time management and get back to being productive and results-driven. One of the most effective approaches is structured planning. Start your day by identifying the top three tasks that will drive your sales forward and commit to tackling them first. This approach, often called “eating the frog,” ensures that your most important work gets done before distractions creep in.
Break larger tasks into smaller, actionable steps
Instead of thinking “I need to reach out to all my leads,” break it down into “call five leads” or “send three personalised emails.” Smaller tasks feel more manageable and reduce the mental barrier that often leads to procrastination.
Accountability
Accountability also plays a huge role. Sharing your goals and deadlines with a colleague, mentor, or sales coach can dramatically improve your follow-through. KONA Training works with sales teams to implement these kinds of accountability systems, helping salespeople stay on track, manage their time effectively, and achieve consistent results.
Procrastination leads to Distractions
Limit time spent on non-essential activities and create an environment that supports focus. This could mean scheduling specific times for emails and social media, turning off notifications, or setting clear boundaries around your workday. With deliberate effort and the right support, procrastination can be replaced with productive habits that strengthen your time management and boost your sales performance.
At KONA Training, we help sales professionals identify the root causes of procrastination and develop practical, real-world strategies to overcome it. From personalised coaching to team workshops, our focus is on helping you take control of your time, prioritise high-impact activities, and turn good intentions into tangible sales results.
Procrastination may be tempting, but every moment you delay is a moment your competitors could seize. By addressing it head-on and adopting strong time management strategies, you can transform how you work and what you achieve.
Take the first step today and see how focused action and smart planning can change your sales game. KONA Training is ready to help you make procrastination a thing of the past and your time management a strength that drives your success.
Contact KONA Training today to discuss our tailored Sales Training Progams and the value they can bring to your Sales Team.
Call 1300 611 288 or Email info@kona.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
