Sometimes when I train salespeople, I joke that the reason we ended up in sales is because we didn’t do our homework in school. Therefore, our grades weren’t so great and the rest is history. The irony is that the most effective sales people do their “homework”, but yet don’t use “getting ready” as a reason to put-off such things as prospecting calls. Yet, we all can use a few pointers on getting things done on-time and time management in sales.