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Pay Time Vs. No-Pay Time: What's Your Time Worth?


You, as a professional, strive for constant success. You do it through time management, conditioning yourself with the right habits, and looking to do the right behaviors at the right time. Whether you are in sales, run a call center, lead a business, or coordinate a team, understanding what you are doing, and having the time to do it, is essential for you and your team.

A lot of times, you are pulled in multiple directions by clients and employees. You have to become a “professional firefighter” as business and customer issues creep into your day. Papers and reports have to be processed; emails have to be sent. You have social media to check up on, and the next thing you know, the day is over, and you feel like nothing has been accomplished that you set out to do.

How are you prioritizing your time? What are the habits that keep you on course throughout your day and week? Are they setting you in the direction of goal achievement or holding you back, hindering you and your company’s productivity?

We must condition ourselves and our companies. It must become a way of life: forming the right habits, rules, philosophies, and practices. In order to achieve the success you want, you must follow the proper conditioning practices, and you’ll get where you want to go.

Sandler has many ways to condition us to see things differently and adjust our habits for the better. One way, in particular, is “staying on the right side of the trouble line.” What do I mean by that? Well, we, as business owners and sales professionals, can be on “Pay Time” or “No-Pay Time.” We define “Pay Time” as 9 AM – 5 PM, or whenever you are most present to prospects or have opportunities. These are the times when you take actions that will lead to new business, such as Zoom meetings, face-to-face meetings, asking for introductions, interact with your customers, and actively prospect.

“No-Pay Time” is essential too. It typically takes place after 5 PM and before 9 AM, or outside of your prospecting time. Such things are researching your prospects, your competition, your products, and your services. It’s also can be attending meetings and doing email.

The problem is when you are performing “No-Pay Time” activities during “Pay Time” hours. It not only affects your bottom line and yours or your team’s sales performance. It also takes away energy because you are thinking about doing something you know you shouldn’t be doing. It makes you feel guilty, instead of doing the actions you know you need to do. Your productivity declines, and you move further away from accomplishing your goals.

How are you doing when it comes to “Pay Time” vs. “No-Pay Time?” When was the last time you checked—yourself and your team? The only way change can occur, and new habits formed, is through awareness. Are you ready?

Greg Coyne

Greg Coyne

Principal at Gerry Weinberg & Associates, Inc.