Strategies for Reducing Procrastination in Sales

If you’ve spent any time in sales, you know that procrastination can be a killer. Whether it’s putting off that follow-up call, delaying your outreach, or pushing important tasks to “later,” procrastination doesn’t just slow you down—it costs you deals. In Call The Damn Leads and Diary of a Damn Closer, I talk a lot about the power of taking immediate action and how crucial it is to beat the urge to procrastinate. By staying proactive and taking immediate action, you not only overcome procrastination but also build momentum that drives consistent success.

But let’s be real—everyone procrastinates at some point. The good news is, there are strategies to help you break through that inertia and get back on track. Today, I’m sharing tried-and-true methods to help you stop procrastinating, stay focused, and crush your sales goals.

Break Down Big Tasks into Bite-Sized Actions

One of the biggest reasons people procrastinate is because they feel overwhelmed by the size of the task in front of them. It’s easy to push something off when it feels too big to tackle. The key is to break down those massive tasks into smaller, more manageable actions.

Instead of telling yourself, “I need to close more deals this month,” start with something concrete: “I need to follow up with five prospects today.” By breaking a large goal into smaller tasks, you make it more achievable and less intimidating.

This is something I emphasize in Call The Damn Leads—focus on the next step, not the entire journey. When you start small, you build momentum, and that’s what gets you moving.

Focus on Revenue-Generating Activities (RGAs)

When you’re feeling stuck or tempted to procrastinate, it’s crucial to ask yourself: What’s the most important thing I can do right now?

In Call The Damn Leads, I talk about Revenue-Generating Activities (RGAs)—those key tasks that directly impact your sales success. It’s easy to get caught up in busywork like organizing your desk or checking emails, but if you’re not actively pursuing activities that lead to revenue, you’re wasting time.

Whenever you feel yourself slipping into procrastination, take a step back and focus on your RGAs. Whether it’s making a follow-up call, booking a meeting, or sending out an important proposal, get back to the tasks that drive real results. Procrastination tends to melt away when you’re focused on the work that actually moves the needle.

Create Accountability

Accountability can make all the difference when it comes to beating procrastination. As I discuss in Armchair Quarterbacks, having someone (or something) to answer to keeps you on track, whether it’s a mentor, a sales manager, or even a peer in your field.

In Diary of a Damn Closer, I talk about how building accountability into your routine helps eliminate excuses. It could be as simple as checking in with a colleague at the end of the day or sharing your goals with a mentor who will follow up with you. When you know someone is counting on you to follow through, you’re far less likely to put things off.

Set Time Limits for Tasks

Another trick to combat procrastination is giving yourself a deadline. Often, we procrastinate because we don’t have a clear time frame for completing a task, which makes it easy to keep pushing it to “later.” But when you set a specific time limit, it creates a sense of urgency and helps you focus.

Try using the Pomodoro Technique: work for 25 minutes straight, then take a short 5-minute break. Repeat this cycle a few times, and you’ll be amazed at how much you can accomplish in just a few focused intervals. Time blocking like this also keeps you from burning out, which is one of the sneaky reasons people procrastinate in the first place.

Tackle the Hardest Task First (Eat the Frog)

There’s a saying: 'Eat the frog first thing in the morning, and nothing worse will happen to you the rest of the day.' It means getting your hardest or least pleasant task done first, so it’s no longer hanging over your head. In Assets vs. Liabilities, I explain how tackling those tough tasks early can set a positive tone for the rest of your day.

In Crushing The Day, I talk about the importance of getting into action early and tackling your big priorities first. It’s tempting to avoid difficult tasks—whether that’s making a tough call or dealing with a client issue—but once you get it out of the way, you’ll feel a huge sense of relief and momentum for the rest of your day.

Take a minute to identify your “frog”—the task you’re dreading the most—and commit to knocking it out first thing. You’ll feel lighter and more motivated to handle everything else.

Use Visual Reminders to Stay on Track

We often procrastinate because we get distracted or lose sight of our goals. One of the strategies I’ve found most effective is using visual cues to keep your goals front and center throughout the day. Whether it’s sticky notes, a vision board, or a simple checklist, visual reminders keep you focused on what needs to get done.

In Diary of a Damn Closer, I stress the importance of staying connected to your goals through visual tools. These little nudges keep you on track, even when the temptation to procrastinate creeps in. They serve as constant reminders that time is ticking and the work needs to get done.

Conclusion

Procrastination might be a natural human instinct, but it doesn’t have to derail your success. By breaking tasks down, focusing on revenue-generating activities, and holding yourself accountable, you can start building the momentum you need to crush your sales goals. In Basic Maintenance, I discuss strategies like setting time limits, tackling the hardest task first, and using visual cues—tools that empower you to beat procrastination.

Remember, it’s not about doing everything all at once—it’s about taking the first step. Want more tips on staying focused and productive? Check out Call The Damn Leads and Diary of a Damn Closer. Let’s keep the momentum going, stay accountable, and crush the day—one action at a time.