--- title: An Argument for Longer Call Blocks and More Meetings | The Sales Blog description: The reason we block time for prospecting is so we can ensure that we have time to make calls on our dream clients. The activities that result in new relationships and new opportunities are too important to leave to chance, and too crucial to be overtaken by other tasks, duties, and responsibilities. In some ways, […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_1022116315.jpg --- ### [Now booking SKO meetings for 2026/27! 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The activities that result in new relationships and new opportunities are too important to leave to chance, and too crucial to be overtaken by other tasks, duties, and responsibilities. In some ways, call blocks prove that we get priorities exactly backward, freeing up time for what’s most important instead of limiting the amount of time spent on lower value activities. By reserving small amounts of time for prospecting (and the very few other actions that drive sales), we are conceding more time to what is less important. ## A Thought Experiment What if instead of blocking time for prospecting, you blocked time for administrative and other necessary tasks, limiting the time available for things that don’t result in a new opportunity or the movement toward a deal, things like sales calls, follow-up activities, research, client communications, and nurturing relationships? What if the 90-minute block was all the time available to you for updating your CRM, most internal emails, and reporting? An eight-hour day would then be comprised of 1.5 hours of mostly administrative work and 6.5 hours of sales activity. How different would your days look if you spent 81.25% of your time on the tasks we know result in opportunity creation and opportunity capture? ## Autonomy, Agency, and Discipline Salespeople are given a good measure of [autonomy](https://www.thesalesblog.com/blog/the-practical-disciplines-that-support-autonomy-in-sales), deciding for themselves what they do and when they will do it. That requires a greater [discipline](https://www.thesalesblog.com/blog/the-difference-in-time-management-and-me-management) to be able to work proactively on the few things that truly matter—while avoiding the countless number of distractions available to each of us, much of them coming by way of interruptions on [the small screen of infinite distractions](https://www.thesalesblog.com/blog/the-small-screen-of-infinite-distractions). [![](https://www.thesalesblog.com/hs-fs/hubfs/Imported_Blog_Media/planner-thin-ad-01.jpg?width=1488&height=160&name=planner-thin-ad-01.jpg) ](https://b2bsalestoolkit.com/) The idea of agency is that one has a sense of control and can initiate and control their own acts in the world. If you are reading this, it’s likely that you can do whatever you want with your time, or that you have enough autonomy to do so. Instead of a single 90-minute call block, what if you committed to double that number, with one in the morning and one in the afternoon, eliminating the possibility of less meaningful work (work that [feels like work](https://www.thesalesblog.com/blog/it-feels-like-work-but-its-not) but isn’t) encroaching on your day—and your results? What if you blocked time for sales meetings and worked diligently to fill half your day with real sales meetings? Few tasks result in helping clients change and produce better results, improve your company’s performance, and accrue greater benefits to you, including the pecuniary benefits that follow. By increasing the time you dedicate to selling, you crowd out the things of lesser importance and you improve your results. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2019](https://www.thesalesblog.com/blog/tag/2019) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on March 29, 2019 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-20T7:57:29 AM", "datePublished" : "2019-03-29 09:33:31", "description" : "The reason we block time for prospecting is so we can ensure that we have time to make calls on our dream clients. 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