You have to distinguish between activity and output. As a salesperson your activities do not always improve output. Some activities actually impede your output. Spending time with low output/low loyalty clients, clients who ask you to give 100% of your effort without reciprocity, or simply disseminating information are bad time management decisions. Every hour of your day should be spent improving your leverage in order to improve your output. That is the essence of a salesperson’s job. So take a look at your calendar. Is it optimized for output or are you just filling in the blanks to stay busy?
