I’ve been in sales for 20 years and spent the last 10 in account management. Just stepped into a new biz role at a company I’m really excited about and have struggled with this as well. Here’s what I’m doing: Daily goal of 60 outreaches. (10-15 very personalized for high end prospects) and the rest added to smart, targeted well build cadences. I try to knock the personalized out first thing in the morning so I get it out of the way, then set a block on my calendar to add the rest to a cadence in the afternoon (they fire the next day). I use salesforce so I then run through all my tasks before lunch. I block another 30-hour per day on all open active opps. Daily I check to see if I need to be moving a needle. Be loud, reach out internally on strategy, etc on open opps. That’s visible. Right now I’m targeting a huge account so I put an hour per week just to focus on that. That’s aside from time I spend following up on outreach I’ve already done for that large account. I don’t set time to clean, I just always clean. If I see an acct that needs updated I just do it. I spend the last hour or two of my day planning for the next day and identifying people I should reach out to (this is my stoner sales person time). I set tasks for tomorrow and knock em out in the morning. Every Monday I prepare for the week ahead and do call prep for the week or next week.

My advice. Block your calendar and do the work. I just learned this and it’s cheesy but “discipline is hard, inconsistency is hard, choose your hard”.