The single biggest challenge for salespeople is keeping nonrevenue-generating activities from interfering with the Golden Hours. It's a challenge for many reasons: There will always be clients, managers, and peers who will make requests of you that are nonsales activities but require your attention. When your prospecting activity levels are high, you will naturally generate more follow-up tasks like demos, presentations, proposals, CRM data entry, contacts, approval requests, implementations, follow-up calls, inbound calls, and so on. Doing nonsales activity feels important—like you are getting things done. Nonsales activity is the perfect excuse to avoid the hard work of prospecting. This is the core reason salespeople dig holes for themselves. Busy work becomes an excuse for not prospecting.