What’s the Worst Time of Day for Selling?

Jan 30, 2019 | Business Owners, Closing, Lead Gen, Productivity, Sales, Sales Leadership, Sales Management

Is there a worst time for selling? Is there a best time? It turns out there is, but it’s different for everyone.  

What is the best time for Selling?

I get asked frequently when is the best time to reach prospects? Is there a best day of the week or time of the day to make calls? 

What I never get asked is if there is a time of day when I will be the best at selling and should use that to make calls.  

Many of you believe salespeople should make their calls first things because you believe people are at their best in the morning and want them to get calls done before other activities distract them. But what if first thing in the morning isn’t the best time of day for them to make calls? Maybe it’s best for some and not others.  

Are You an Owl, a Lark or a Third Bird?

It’s 8:45 p.m., and I am writing this blog. According to Daniel Pink, Author of When: The Scientific Secrets of Perfect Timing, that makes me an owl. Being an owl means I can concentrate better on creative activities such as writing in the evenings. 

Are you an owl like me or are you a lark who gets more done before 9 a.m? If you are somewhere in between, you are a third bird and you are in good company.  


Pink discusses chronotypes in the book and by knowing your chronotype you will know what time of day is best for you to do each type of activity. Your chronotype is how you feel at different points in the day, and knowing your cycle is critical to doing your best work. 

All business leaders should understand their chronotype if they want to work smarter and advance more quickly.  

It’s also of benefit to know the chronotypes of the people you manage, especially your salespeople. This will help you get better results by choosing the right time for each task and change the outcomes.  

If you want sales to soar, help your salespeople figure out their chronotype and have them make prospecting calls when they are most alert. When your employees figure out their best time of day to do their different types of work, your business will experience higher productivity and better work output. 

Peak, Trough, Rebound

Whether you are an owl, a lark or a third bird, we all experience a peak, a trough and a rebound of energy each day. It’s important to know when your trough is and not do important work during that time. In fact, it’s best if you get out for a walk or take a nap. Yes, I said it, take a nap.  

Salespeople should not make sales calls during their trough and it’s best if they don’t schedule important meetings at that time either.  

As a business leader, you wear many hats and have many different tasks that you must complete in a day. Knowing when to do each type of activity will make you more productive and give you better results.  

24 Hours

We all have the same 24 hours each day, so how do we make our 24 hours more productive and more results-driven? How do we best drive sales? 

By reading WhenThe Scientific Secrets of Perfect Timing, you can discover how to use timing to win big and build a more successful and fulfilling life. 

I hope you will read When by Daniel Pink and tell me in the comments below what you discovered about the best time for you to sell and do other important activities.

Alice Heiman

Alice Heiman

Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion.  Her clients love her spirit and the way she energizes their sales organization.


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