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If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter.
Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic. But here's the thing—this advice isn't just for managers to give their reps. It's for YOU, the field rep, to take control of your own success.
Let me tell you how to turn those frustrating hours in traffic into your secret weapon.
Driving Isn't an Accomplishment
First, let's get something straight: Driving is not an accomplishment. I don't care if you put 200 miles on your car today—that doesn't mean you accomplished anything meaningful for your business.
Too many field reps confuse activity with productivity. They think that because they drove all over creation, they had a productive day. Wrong.
The goal is to minimize your windshield time and maximize your face-to-face time. But when you ARE stuck in traffic, you better make damn sure you're using that time to get better.
Smart Territory Management Saves Windshield Time
Before we talk about maximizing windshield time, let's talk about minimizing it through smart territory planning.
Map your territory into quadrants: Monday territory, Tuesday territory, Wednesday territory, Thursday territory, and Friday territory. If you're supposed to be in your Monday quadrant but you're driving to your Friday area, you better have a damn good reason.
When you're planning your field time:
Group your appointments geographically: Don't hopscotch all over your territory in one day.
Plan your route in advance: Use your CRM to map out the most efficient route.
Use the T-calling technique: When you arrive somewhere for an appointment, look left, look right, look behind you—can you make additional calls in that immediate area?
The tighter your route planning, the more selling time you create and the less windshield time you waste.
Prospecting from the Road (Safely)
Now, here's where it gets interesting. That windshield time can actually become prospecting time—if you do it safely and legally.
There are apps and dialers that let you load phone numbers and dial hands-free while you're stuck in traffic. You can also set up your phone so contact numbers are easily accessible with voice commands.
Safety first: Only do this when you're completely stopped in traffic or pulled over. Never compromise safety for a sales call.
Hands-free follow-up calls: Use voice-to-text features to send follow-up messages to prospects or customers.
Planning calls: Call ahead to confirm appointments or reschedule meetings.
Customer check-ins: Those relationship-building calls that keep you top-of-mind with existing customers.
The key is preparation. Have your call lists ready, know who you're calling and why, and keep it simple and safe.
Voice Technology Is Your Friend
Today's smartphones have incredible voice capabilities that field reps should be leveraging:
Voice-to-text for quick CRM updates
Voice memos to capture important thoughts or follow-up reminders
Hands-free scheduling and calendar management
Voice-activated research on prospects or companies
Learn to use these tools, and you'll be amazed how much more productive your windshield time becomes.
Welcome to Automobile University
The number one thing you should be doing while stuck in traffic is attending what the great Zig Ziglar called "Automobile University."
When you're sitting in your car, staring at brake lights, what's coming through your speakers? Is it the news (which will just make you angry)? Music (which won't make you any money)? Or are you investing in content that makes you better at your job?
Here's your Automobile University curriculum:
Sales audiobooks: There are hundreds of excellent sales books available in audio format. Start with the classics and work your way through modern sales methodology.
Podcasts: The Sales Gravy podcast runs three days a week. That's hours of free sales training every week. But don't stop there—find other quality sales and business podcasts that challenge your thinking.
Audio courses: We've created specific audio courses on Sales Gravy University designed for people exactly like you who spend time in their cars. Push a button and learn while you drive.
Industry-specific content: Listen to podcasts and audiobooks specific to your industry. The more you understand your prospects' world, the better conversations you'll have.
The Compound Effect of Automobile University
Here's what most reps don't understand: The compound effect of consistently investing in yourself during windshield time is enormous.
If you spend just 30 minutes a day listening to sales training content, that's 2.5 hours per week, 10 hours per month, 120 hours per year of professional development. That's the equivalent of three full work weeks of training annually—just from your commute time.
Elite athletes in the business world constantly invest in themselves. We're in skill positions. The better your skills, the better your results. When you're always learning, you:
Have better conversations with prospects
Ask more insightful questions
Think more strategically about your territory
Stay current with industry trends
Develop a competitive edge over reps who waste their windshield time
Make It a Non-Negotiable Habit
The difference between successful field reps and mediocre ones often comes down to how they use their "dead time."
Traffic jams are going to happen. Construction zones are unavoidable. Rush hour is inevitable. You can either let these situations frustrate you, or you can turn them into opportunities to get better.
Make Automobile University a non-negotiable part of your daily routine. Every time you get in your car, something educational should be playing through those speakers.
Your Windshield Time Action Plan
Starting tomorrow:
Audit your current windshield time habits: What are you listening to right now? Is it making you better or just killing time?
Create your learning playlist: Download sales audiobooks, subscribe to relevant podcasts, sign up for audio courses.
Plan your territory more efficiently: Map out your weekly quadrants and commit to staying in your designated areas.
Set up hands-free prospecting tools: Research safe, legal ways to make calls from the road.
Track your progress: Keep a log of what you're learning and how it's impacting your performance.
Your competition is sitting in the same traffic you are, listening to music or complaining about their day. While they're wasting time, you'll be getting better, smarter, and more prepared for every sales conversation.
Turn that windshield time into your competitive advantage. Your future self—and your bank account—will thank you.
Ready to maximize your learning time? Check out Sales Gravy University for audio courses designed specifically for reps on the road.