Becoming a Sales Professional: An Apprentice’s Diary
Hi, I’m Maria Deben Amparan.
Ever felt like your day runs you instead of the other way around? In sales, time isn’t just money, it’s momentum. Managing it well can mean the difference between hitting targets and feeling overwhelmed.
That’s why I decided to dig deeper: I surveyed 16 colleagues in our New Business department to uncover what strategies they use and what really works, and this research reminded me how curiosity drives insight. Preparing for this article helped me uncover valuable data on time management in my workplace, to gain insight on just how effective current techniques are.
A quick look at time management techniques
Time management is as personal as your fingerprint: what works for one person may not work for another. That’s why exploring different strategies matters.
Here are some popular methods:
- Daily & weekly planning: Helps structure tasks and set priorities
- Digital calendars (Outlook, Teams): Ideal for scheduling meetings and visualising workload
- Task lists & physical calendars: Great for tracking progress and staying organised
- Eisenhower Matrix: Prioritises tasks by urgency and importance
- Pomodoro Technique: Breaks work into focused intervals to boost concentration and get those tasks that are usually avoided, done.
What have I found?
- Most popular techniques: Daily planning, daily routine, flexible time (8 users each)
- Digital tools matter: 7 advisors rely on Outlook or Teams calendars and task lists.
- Least used technique: Pomodoro (only 2 people use it).
- Success rate: 75% feel their approach works, but flexibility is the biggest challenge.
Interestingly, some of my colleagues make time for learning and personal growth, blocking time for CPD or training; while others prefer sticking to a routine that keeps their day predictable. It shows there’s no single right way; it’s about finding what works for you.
My approach in practice
Personally, I use Outlook and Teams calendars, and assign colours to help distinguish importance/opportunities or tasks and blocks, for example ‘blue’ for a type of opportunity, ‘yellow’ for personal tasks, ‘red’ for training or meetings, ‘green’ for another campaign, ‘purple’ for follows-up, ‘orange’ for new-proposition, etc. I combine this with to-do lists, a physical calendar, prioritising tasks by importance (Eisenhower) and planning my day, week and month accordingly.
This system helps me:
- Assign time slots for customer calls, ensuring I hit daily, weekly, and monthly targets.
- Visualise my workload and plan ahead.
- Allow flexibility by leaving one-hour slots for calls, so I’m never late and can handle unexpected meetings, training sessions, or 1-to-1s.
- When I confirm a call by email, I include a time slot that gives me breathing space. This approach keeps me on track while allowing room for collaboration and surprises. It’s structure without rigidity; it’s flexible, and that’s what makes it work.
Those atomic little habits & my growth journey
Recently, I had two milestone meetings: my half-year review with my manager and my triparty review with my manager and training provider, both in November 2025.
In my half-year review, I received an appraisal for excellent performance and was introduced to new challenges on the horizon. It wasn’t just about targets; it was about how I’ve grown as a professional. My manager highlighted my consistency, adaptability, and the way I’ve embraced responsibility for opportunities and results.
Then came the Triparty Review. This was a unique moment because two people who usually see me from different perspectives, one as an employee, the other as a student, came together. Hearing them agree on how much I’ve grown was powerful. They spoke about my perseverance, planning, and how “Maria has all those atomic little habits that are natural in her, they are details, and they are exceptional.”
That phrase stayed with me and reminded me that success isn’t about big jumps; it’s about small, intentional steps that show results over time. It captured what I’ve been building without even realising it: finding a system that works for me through habits I’ve practiced consistently, like:
- Blocking 15 minutes at the end of each day to review tomorrow’s plan.
- Updating my calendar immediately after scheduling a call.
- Leaving buffer time for flexibility.
- Planning my key tasks and priorities for the upcoming week every Friday.
These details have become my foundation and have helped me stay organised, reduce stress, and deliver results consistently. Also, these habits have helped me deliver results, set a new benchmark as an apprentice, according to my tutor, and even inspire others in the wide sales community, including them, myself, colleagues, apprentices and the whole sales community through my ISP blog series.
I walked away from those meetings feeling proud, motivated, and ready to prepare to face my End Point Assessment (EPA) with confidence. It was recognition of things I expected, and others I didn’t. It showed me that the effort I put into planning, learning, and adapting, truly matters.
Practical tips you can try
- Plan for surprises: Build flexible time blocks into your day.
- Prioritise smartly: Use the Eisenhower Matrix to separate urgent from important tasks.
- Boost focus: Try the Pomodoro Technique for tasks you tend to avoid.
- Start small: Adopt one atomic habit today, like updating your calendar after every meeting or call, and assigning a new slot if you need to follow up or keep trying to contact.
My takeaway
Planning is important, but adaptability and “those atomic little habits” are the real superpowers. Time management isn’t about doing more; it’s about doing what matters most, even when the unexpected happens. Be flexible and allow flexibility.
Final thought
Time management isn’t about finding the perfect system, it’s about creating one that works for you. Experiment, adjust, and build small habits that make a big difference. Every plan with purpose brings you closer to confidence and results. Always keep space for the unexpected, because flexibility is part of success.
Your turn
What’s your go-to time management strategy? What small habit has made the biggest difference for you?
Relevant modules available on ISP website:
- NextGen 21.1 – Managing Your Time
Focus: Core principles of time management for sales professionals.
(Reference: SPV – Time Management) - NextGen 21.2 – Managing Your Time (Eisenhower Matrix)
Focus: Prioritizing tasks based on urgency and importance.
(Reference: L3 Learning – The Eisenhower Matrix) - NextGen 2.1 – Learning How to Learn
Focus: Building habits and strategies for continuous improvement.
(Reference: Learning How to Learn) - NextGen 22.1 – Continuing Professional Development (CPD)
Focus: Owning your growth and planning for career progression.
(Reference: SPV – CPD) - NextGen 23.1 – Creating a Personal Development Plan (PDP)
Focus: Structuring goals and aligning them with learning and performance.
(Reference: L3 – Your PDP)