I regularly hear from sales managers that reps need help with time management to improve results. In reality, focusing on improving time management is not the real issue. For one could improve on their effecient use of time but not be doing anything effective.
The real issue that sales managers want to improve is performance and they see that sales reps are waisting time so they focus on improving time management. What is really needed is priority management.
When sales managers help their sales reps identify and then focus on the top priorities, sales improve. When you keep the main thing the main thing, people's performance improves. Too many times sales people get easily distracted with focusing on the urgent, but not real important stuff, and don't get around to doing the most important things such as making sales calls or closing opportunities.

I recently read Resolved by Orrin Woodward. It is a book on 13 resolutions for life. In chapter 2 Woodward talks about Integrity and character. Integrity is acting on what is right without expecting anything in return. According to Webster, Integrity is a firm adherence to a code of especially moral or artistic values : incorruptibility

By opening a meeting with asking the prospect what they want to accomplish or how will they define success for this meeting, totally changes the discussion. The sales rep immediately begins with what is important to the prospect or client, truly being customer aligned. And when the prospect tells the rep what is important to them, the rep then can engage in what is important and not give information or ask questions that are irrelevant to the prospect.
Focus on the customer and they will feel valued and they will see you as different that most sales people.