As business owners, it’s easy to get buried in the day-to-day. One email turns into three. A simple admin task becomes an entire morning. And before you know it, the week has gone, and you’ve spent more time working in your business than working on the things that actually bring in money.

Here’s the hard truth: If you want your business to grow, you have to spend time on the activities that make money. And that means sales.

How Much Time Should You Spend on Sales Each Week?

As a guide, at least 20% of your week should be focused on sales activity. That’s one to one-and-a-half days, every week, deliberately spent on generating leads, having client conversations, following up proposals, and asking for the business.

It might sound like a lot when you’re already busy, but if you’re not carving out time for sales, you’re not carving out time for growth.

Social Media vs. Sales – Why You Need Both (But Not in Equal Measure)

One of the biggest traps business owners fall into is mistaking social media activity for sales activity. Designing posts, tweaking graphics, and chasing likes can feel productive. Social media is a long burn. It builds brand awareness, trust, and credibility over time. It can absolutely enhance your sales results, but it shouldn’t be your only tactic.

Sales, on the other hand, are direct. They’re the phone calls, the one-on-one meetings, the proposals, the follow-ups, and the conversations that actually lead to revenue. Social media can open doors and make those conversations warmer but it doesn’t replace them.

And here’s the hard truth: if you’re scared of talking to people, social media is not going to save your business. Content alone won’t grow your revenue. It’s the conversations, the follow-ups, and the action that convert interest into paying clients.

Think of social media as the stage lighting. It sets the scene, highlights your strengths, and makes it easier for people to see you. But sales are the performance itself. Without showing up, talking to people, and asking for the business, the lights don’t matter.

Ask Yourself: Where’s the Balance in Your Week?

If you broke down your week into percentages, how much time is actually going into money-making work?

• Internal meetings, admin, and “busy work”
• Social media and marketing content
• Client delivery and customer service
• And sales, the lifeblood of your business

Most owners are shocked when they see how little time is left for sales. And yet, sales are what bring in the customers. And customers are the ones who buy.

Practical Steps to Reclaim Sales Time

Block it out: Put sales activity in your diary first, not last.

Track your pipeline: Know who you’ve spoken to, who you need to follow up, and where the opportunities are.

Prioritise conversations over content: A 30-minute call can be worth far more than three hours of tweaking with social posts.

Hold yourself accountable: Each week, set a target for new conversations or proposals sent. Numbers focus your effort.

Sales are not an afterthought. They’re not something you squeeze in between emails and admin. They are the heartbeat of your business.

If you want to make more money, you need to spend more time on the work that directly leads to sales. Be honest with yourself: are you spending 20% of your week on revenue-generating activity, or are you hiding in the busyness of everything else?

The businesses that grow are the ones that stay focused on the main thing: sales bring in customers, and customers buy.

If you’ve read this and realise sales are the area holding you back, then it’s time to change that. That’s exactly why I created the Sales Game Changer Program to give you the skills, structure, and confidence to sell in a way that feels natural, gets results, and grows your business.

You don’t have to keep struggling with sales. You can learn the strategies, sharpen your approach, and start bringing in the clients and cashflow you need.

Don’t let another quarter slip by. Learn how to sell better, win more clients, and finally see the growth you’ve been working so hard for.

Check out the Sales Game Changer HERE