In sales today, we can easily get bogged down in doing things that are of little value to our careers. We have to do these things because we have a client or a boss in the background pushing the issue. This type of work is called ‘reactive’ and it doesn’t disappear (unfortunately).
The key to a successful sales career is to balance your work between reactive and proactive work. If you can spend at least 1/3rd of your day on proactive things, you will generally see a growth of market share and opportunities.
It is worth noting that many salespeople never get out of the ‘reactive’ zone of work. They are constantly battling between the requirements of the market, clients, customer service, the boss, and the competition.
It takes some time to shift your work patterns from reactive to proactive. Set yourself a pattern of work that gradually moves you away from the things that are wasting your time. After about 4 weeks you should have achieved the result and momentum you are looking for. You owe it to yourself to make the business change. Soon your commissions or income will improve as a result of you proactively moving ahead with the right elements to your business.