Hope everyone’s April is off to a great start! Let’s huddle up and talk about something really important in this week’s sales meeting. You’ve all heard the expression that working in media sales is “like running your own business.” That’s never more evident than when it comes to managing your own schedule. Like any business owner, you have the freedom—most of the time—to choose how you spend your hours. And that freedom can be both a blessing and a curse.
Let’s be honest: one of the most attractive aspects of a career in media sales—or any kind of sales—is the flexibility. We not only set our own schedules, but we also get to build our own books of business and operate without someone constantly monitoring our every move. On paper, it’s a dream scenario—for the right kind of person. You’re in control of your calendar, your output, and ultimately, your income. But that freedom, while empowering, brings its own set of challenges—most of which are internal.
Why Distraction Is the Silent Killer of Momentum in Media Sales
Distractions surround us in today’s always-on world. From the moment the day starts, there are dozens of things competing for our attention—emails, texts, client needs, social feeds, and the endless digital noise. These attention traps are incredibly easy to fall into without even realizing it. The same flexibility that lets us meet a client for coffee at 10 a.m. or finish a proposal from home at 3 p.m. can also become the very thing that derails our productivity.
What makes this especially tricky is that there’s often no immediate accountability. You don’t necessarily feel the cost of distraction in the moment. You may answer a few emails, scroll LinkedIn, tweak a pitch deck, and feel like you’ve been working—but by the end of the day, your to-do list has actually grown. Over time, this adds up. Without someone checking in on you regularly, it’s easy to lose track of your momentum.
And that’s the biggest casualty: momentum. This is a momentum business. Once you’re in a rhythm—making connections, booking meetings, closing deals, moving clients through the pipeline—it all starts to feel almost effortless. But momentum is fragile. And nothing kills it faster than constant distraction. Small breaks in focus add up, and before you know it, an afternoon—or even a full week—is gone.
The Power of Planning: Don’t Wing It, Work It
So, how do you create structure in a job that doesn’t necessarily provide it for you? The answer is: you manage it yourself. And it starts with how you plan your day.
The most successful media salespeople I know don’t wing it. They map out their schedules in advance—blocking time for prospecting, meetings, follow-ups, and administrative work.
Personally, I have to start every day with a list—or I’m lost. Years ago, a boss gave me one of the most valuable pieces of advice I’ve ever received: I wasn’t making my lists correctly. He told me to divide tasks into A’s, B’s, and C’s:
- A’s are the things that absolutely must get done today.
- B’s are important but can wait if more urgent things come up.
- C’s are the tasks best saved for nights and weekends.
Another key habit that separates great reps from good ones is action over endless preparation. It’s easy to spend half the morning tweaking a proposal or over-researching a potential client. Sure, it feels productive—but often, that time comes at the expense of the high-impact activities that actually drive results, like picking up the phone and booking meetings. In our world, activity is what generates momentum. Beautiful decks and perfectly worded emails don’t matter if they’re not getting in front of decision-makers.
Create Space to Execute: Try the 90-Minute Focus Block
One strategy that works well for a lot of people is blocking out time each day for deep, focused work. Start with 90 minutes and build from there. No emails. Don’t schedule any meetings. No scrolling your phone. Just pure, uninterrupted execution. Focus fully on one task, and you might be surprised by how much you accomplish.
Also, consider changing up your environment. Don’t work from the same place every day. If you work from home, be extra mindful. I love my home office, but I also know that if our mini–Goldendoodle wants attention, I can easily lose 10 or 15 minutes and completely forget what I was doing.
One final tip: hold monthly and quarterly meetings with yourself. Yep—book time on your calendar to check in. If you have a written-out plan with actual trackable metrics (number of calls, meetings booked, dollars proposed, etc.), it becomes easy to measure your progress and self-evaluate.
On a quarterly basis, take a deeper look. What’s working? What’s not? Are you wasting time—and if so, on what? Identify the distractions, find solutions, and experiment with new strategies to see what moves the needle.
Flexibility isn’t an invitation to cut corners—it’s a responsibility. You’re not just managing clients. You’re managing yourself. And in a world full of distractions, that’s no small feat.
Top performers in media sales practice discipline, build structure, create a plan, and focus relentlessly on what actually matters.
At the end of the day, the reps who win are the ones who treat their time like their most valuable asset—because it is.
Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.
Dave Greene is the Chief Media Officer for Barrett Media. His background includes over 25 years in media and content creation. A former sports talk host and play-by-play broadcaster, Dave transitioned to station and sales management, co-founded and created a monthly sports publication and led an ownership group as the operating partner. He has managed stations and sales teams for Townsquare Media, Cumulus Media and Audacy. Upon leaving broadcast media he co-founded Podcast Heat, a sports and entertainment podcasting network specializing in pro wrestling nostalgia. To interact, find him on Twitter @mr_podcasting. You can also reach him by email at Dave@BarrettMedia.com.
