Why Sales Weeks Last Only Three Days

Feb 11

Why a Sales Week Lasts Only Three Days

You know how cat or dog years aren’t the same as human years? Well, the same applies to sales. A sales week isn’t a regular five-day workweek—it’s three days long.

If you’ve ever felt like you’re constantly chasing deals, struggling to get responses, or watching your pipeline stall, you’re not alone. The problem isn’t always your pitch or your product—it’s when you’re selling.

If you want to win more deals, your sales push needs to happen between Monday and Wednesday. Here’s why.

1. Early Birds Catch the Worm

Most people plan their week early. By Wednesday, their calendars are packed, their task lists are full, and they’ve mentally locked in their priorities. If you reach out at the start of the week, you’re part of their plan. If you wait until later, you’re just noise.

Great sales leaders understand this. They don’t wait—they strike first.

2. The Midweek Advantage

When you sell early, you get a built-in follow-up opportunity. By Thursday or Friday, you can send a quick reminder or a nudge, reinforcing your message while it’s still fresh.

But if you start your outreach late in the week, when do you follow up? The next week? That’s a problem. A delayed follow-up signals that your offer isn’t urgent. And if you don’t think it’s urgent, why should your prospect?

3. Urgency = Value (Or, Should You Even Be Selling This?)

Here’s a simple truth: anything valuable is urgent. If you believe your product or service delivers real value, why would you delay? Every day a prospect doesn’t act is a day they lose out on that value.

And if what you're selling isn’t seen as urgent or truly needed, maybe you shouldn’t be selling it in the first place. The best sales happen when the solution clearly solves a problem that needs fixing now—not someday.

Pushing for a sale isn’t being pushy—it’s being a great partner. You’re helping them get results faster. Time to value is a key metric, and the sooner they start, the sooner they win.

4. The Mindset Shift

Salespeople who only start selling on Thursday? They’ve already lost. That’s a mindset issue. The best sellers wake up on Monday ready to go. They set the tone, take control of the week, and dictate the pace.

5. Keep the Pace

Use Wednesday, Thursday, and Friday for nudges, quick reminders, and a friendly check-in. Wish them a great weekend and be back in their inbox on Monday.

6. The Hard Truth: You're Competing—With Others and Yourself

Remember, you’re not just selling—you’re competing with other salespeople. If they reach your client first, you’re cooked. All the effort you’ve put in? Wasted.

The ones who start early, keep the pace, and use tech to amplify their reach will be incredibly tough to beat. And in sales, you’re also competing with yourself—against the version of you that thinks it’s okay to put off selling.

Starting on Thursday isn’t strategy—it’s a mental alibi. Don’t give yourself one.

Start early. Keep the pace. Win the deal.

Alistair

I have built and led three businesses, generating over four million in revenue, securing investor funding, and launching two successful software products. Along the way, I have helped over 70 companies grow, become more customer- and revenue-focused, pivot, or overcome challenges. My goal is simple: to empower and support fellow entrepreneurs—those with unique inner grit and inspiration—on their journey to success.