Selling Time

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.

About the Author Alice Heiman

Alice Heiman, the CEOs Sales Coach. According to, she is among the world’s leading experts on the complex sale. She strategizes with sales leadership and provides innovative ideas to grow sales. Originally, from the widely known Miller Heiman Group, Alice and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results.

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  • Dave Brock says:

    Great post Alice. I’ve become fascinated with work around chronotypes, and have started restructuring my day around my own chronotype.

    A thought, clearly we should structure our calling time around when we are at the highest level of performance, but we might also consider the customer and where they might be/their chronotype. It might be difficult to tell on initial prospecting calls, but we can make some assumptions (Pink provides some guidance). As we develop a relationship, we can discern our customer chronotypes. For example, I have a number of clients that are at their best at 5:30-7 am, others that are owls like you. I try to arrange calls when they are at the top of their games.

    It’s amazing how much that has improved my productivity and the results I achieve with the clients.

    • Alice Heiman says:

      Thank you! I am fascinated as well. I definitely try to keep important work out of my trough and I’m working on making myself take a break rather than slogging through email inefficiently or doing some other mundane task.

      I agree that thinking about when your customers and prospects are best is effective. I’m not my best in the early morning but I can be if I have to be on occasion for a client that’s on a different time zone or who only has time in the early morning.

      Understanding chronotype is so important for business leaders. Not only for their own productivity but for their team. They would structure their work hours differently if the took chronotype into consideration.

  • Michelle says:

    Hi Alice. I heard Daniel Pink speak at Telstra Vantage last year and he was fascinating. Our biggest problem – a lark leader who wants a 8.45am Monday sales meeting and a sales team who are owls.

    • Alice Heiman says:

      I love his books. I have my UNR students read To Sell is Human. When, is fascinating and I have changed some of my behavior from reading it. You are right, it is a problem for a lark leader who doesn’t understand that everyone is not a lark! I suggest a copy of the book land on that leader’s desk.

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