A hot topic of discussion of late has been effective time management. Many of the Sales and Recruiting professionals I coach and mentor (link) are sharing with me that they struggle with effectively managing their time. What I have discovered through the course of having these conversations is that sales professionals become paralyzed trying to decide what to spend their time on. They claim that they want to focus on prospecting but “unexpected emergencies” prevent them from doing so. They claim that these unexpected events or emergencies take precedence over their sales activities. My question is, do they? Really?