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How the Best Sales Reps Spend Their Free Time [Video]

Top performing salespeople conduct themselves differently. They are just as disciplined and committed to achieving their goals inside the office, as they are at home. While an average sales rep may only be committed to success Monday to Friday, 9 to 5, A-players seize opportunity for success 24/7.

While unplugging at the end of the day is not necessarily a bad thing, top talent is unique in how they spend their free time.

How do top performing salespeople spend their free time?

1. Monitor email

A high sense of urgency is one of the top traits shared among top performing salespeople. A-players know that in order to succeed in sales, it is crucial to “strike while the iron is hot”. In fact, research from shows that the odds of the lead becoming qualified are 21 times greater when contact within the first five minutes.

Outside of office hours, great salespeople are watching for messages from prospects and checking for updates on deals. They respond to all communications within five minutes.

2. Plan

Planning plays a key role in a salesperson’s success. A study by Pace Productivity Inc. on how sales reps spend their time found that salespeople who spend 24-36 minutes per day planning, optimize their weekly selling hours.

To take this a step further, great salespeople plan their days outside of the office. They analyze their daily activities and evaluate how they are performing against quarterly goals. Using these insights, they schedule their top priorities for the coming day so they can focus on selling right off the bat.

3. Continuously improve

A-players never stop learning. The best reps are participating in professional development inside and outside of the office. They research online, read books, and spend time with mentors. They spend a considerable amount of their free time working to improve themselves professionally and personally.

4. Rest

It is critical that sales reps get rest in order to maintain their competitive edge. 93% of executives agree that taking a break from work is important and working long hours is not a necessary success strategy.

Whether it be watching sports, playing board games with the family, or catching up on sleep, great salespeople make sure to get the rest they need to be successful.

5. Keep commitments

The best salespeople understand that in order to be successful in sales, you need to prove that you can be trusted. To build a reputation of trust, A-players ensure to deliver on their promises even if it takes work outside of regular business hours.


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Eliot Burdett

CEO at Peak Sales Recruiting

Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless. Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.