The start of a new sales quarter is always an exciting new milestone, no matter if that means a chance to start fresh or to continue the momentum from last quarter. Beginning a new sales quarter means new leads to chase down, new deals to close and new goals to meet.

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Some sales leaders always have enough time and energy to get everything done. Others seem to flounder and feel overwhelmed. This Forbes blog explans, The more productive group probably has these 5 things in common.

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Here’s a challenge for you: Sift through five years of customer data. Look at what worked five years ago, 3 years ago, last year and last week. Now quantify the trends, and show your salespeople where the market is going today. Then go a little deeper and use that data to personalize engagements for every prospect.

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It may be the most dreaded statistic in sales management: The average rep spends only about 1/3 of their time selling. In other words, we employ salespeople at $100,000 a year and they spend less than 3 hours a day doing what we pay them to do.

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Every couple of years or so HubSpot updates its list of time management hacks for sales reps. Some of this advice is so time-tested, it could have worked back in the days of tickler files and Filofaxes, especially #4 on the list, Swallow the frog.

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