Mastering Time Management
In the fast-paced world of media ad sales, time is our most valuable asset. As a General Sales Manager, balancing the constant flow of new leads, client meetings, team management, and strategic planning is a daily challenge. Over the years, I’ve learned that success doesn’t come from working longer hours; it comes from managing time efficiently. Here are some of my best practices for mastering time management, ensuring my team and I stay productive and focused in the ever-changing media ad sales environment.
1. Prioritize the Big Rocks
Sales is a field where everything feels urgent, but not everything is equally important. I apply the “big rocks” principle: focus first on the tasks that drive the biggest results—closing deals, nurturing top clients, and working on key strategic initiatives. It’s tempting to get lost in emails or small administrative tasks, but starting the day by tackling the most impactful work ensures that I’m constantly moving the needle where it matters most.
2. Use Time Blocking to Structure the Day
In a world where distractions are constant, time blocking has been my secret weapon. Every day, I schedule blocks of time dedicated to specific tasks—whether it’s prospecting, team check-ins, or deep-dive client research. These blocks are non-negotiable. For example, I might reserve my mornings for outreach and client follow-ups, when my energy and focus are at their peak, and the afternoons for internal meetings or strategy development.
By intentionally planning my day in blocks, I ensure I’m not shifting between tasks all the time—a common productivity killer. Instead, I’m focused on one thing at a time, which not only helps me get more done but also reduces stress.
3. Delegate, Delegate, Delegate
As a leader, one of the most valuable skills I’ve honed is effective delegation. It’s easy to fall into the trap of doing everything yourself, especially in a fast-moving sales environment. But the truth is, delegating tasks to capable team members frees up my time to focus on high-level strategy and business growth.
Trusting my team is essential. By empowering them to take ownership of tasks—whether it’s follow-up with clients, creating sales reports, or managing media buys—I not only reduce my workload but also foster a culture of accountability and growth within the team.
4. Leverage Technology for Efficiency
In media ad sales, technology is a time management lifesaver. I rely on CRM tools to streamline processes, track sales activities, and manage client relationships. These platforms allow my team and I to stay on top of every deal in the pipeline without manually tracking every touchpoint.
Automation tools have also been game-changers. Automating email follow-ups, reporting, and reminders reduces the amount of time spent on repetitive tasks, allowing me and my team to focus more on relationship-building and strategy.
5. Limit Meetings and Keep Them Purposeful
Meetings can be a notorious time sink, especially in sales where collaboration and updates are crucial. To manage my time effectively, I’m intentional about how many meetings I schedule and their purpose. I always ask myself: Is this meeting necessary? Can the same information be shared in an email or a quick update?
When meetings are essential, I keep them focused and concise. Agendas are a must, and I ensure we cover the most critical points to avoid veering off-track. This approach keeps my team productive and gives us more time to focus on revenue-generating activities.
6. Set Clear Goals and Expectations
In media ad sales, the constant pressure to hit targets can feel overwhelming. To keep myself and my team on track, I focus on setting clear, measurable goals. Whether it’s daily outreach targets, weekly revenue goals, or long-term client relationship benchmarks, these goals provide a roadmap for how we spend our time.
When everyone knows what they’re working towards, it’s easier to prioritize tasks and manage time effectively. I regularly review progress to ensure we’re on track, adjusting as needed to stay aligned with our overall objectives.
7. Embrace Flexibility, but Avoid Distractions
In sales, no day is predictable. A high-priority client request can come in out of nowhere, requiring an immediate response. While time management is key, flexibility is equally important. I’ve learned to embrace these moments but ensure they don’t derail my entire day.
The key is to strike a balance between flexibility and focus. I handle urgent matters quickly, then return to my planned tasks without letting the day spiral into chaos. Learning to say “no” to distractions and lower-priority requests is also essential to maintaining this balance.
8. Focus on Continuous Improvement
The sales landscape—and how we manage our time within it—is constantly evolving. That’s why I focus on continuous improvement, regularly evaluating my time management strategies and how they impact my team’s success. I stay open to new tools, techniques, and ideas that could streamline workflows and enhance productivity.
Conclusion: Time as a Competitive Advantage
In media ad sales, mastering time management isn’t just about getting more done—it’s about making time for what matters most. By prioritizing key activities, leveraging technology, and empowering my team, I ensure that we stay focused on what drives results. As a General Sales Manager, time is one of my most valuable competitive advantages, and by managing it effectively, I can lead my team to success and continually improve our performance in a demanding industry.
