In this concise 60‑second sales coaching video, veteran sales leader Kit Barber (25 years managing sales teams) explains that the performance gap between average and elite sales representatives is not rooted in innate talent but in how they use unmonitored time. He cites data that average reps spend about 28% of their work week actively selling, whereas elite reps allocate 35‑40%, translating to an extra 5‑8 weeks of selling per year. Barber describes elite reps as treating every calendar gap—canceled calls, early‑ended meetings, lunch breaks—as immediate selling opportunities, constantly moving to the next lead or reviewing pipelines. In contrast, average reps waste these moments on email, social media, or actual breaks. He emphasizes that elite performance is a deliberate habit, not luck, and urges viewers—especially business owners and senior leaders—to stop viewing downtime as a reward and instead see it as sales time, inviting them to comment “21” to signal interest in boosting their teams’ results.
