Traffic jams on the highway, long drives from one client to the next—if you work in field sales, you spend a significant portion of your working hours in the car. Rather than writing off those hours as lost time, you can put them to good use. Top salespeople distinguish themselves by managing their time efficiently—even in the gaps between meetings. There are plenty of ways to stay efficient on the go and increasing your productivity. Here are five practical tips to optimize your time management behind the wheel:

1. Route Planning Is Everything

Before you even get in the car, you can save valuable time by planning your route strategically—grouping destinations and avoiding unnecessary trips.

• Modern navigation apps like Google Maps or Waze help you steer clear of traffic jams and find the fastest routes.

• Whenever possible, schedule client visits by location—for example, arranging all appointments in one area on the same day. That way, you spend less time on the road and gain extra buffers for more important tasks.

• Another smart move: plan realistically, leaving room for delays. This way, you won’t feel rushed if a meeting runs over or traffic slows down.

Solid route planning ensures you arrive on time and relaxed—while drastically cutting idle time.

2. Your Car as a Rolling Classroom

Your vehicle can be more than just transportation—it can be a mobile seminar room. Use drive time for self-improvement. Audiobooks and podcasts on sales, communication, or your industry can turn hours on the road into learning sessions. You could even complete an entire sales training course while behind the wheel. Many successful salespeople regularly listen to shows that offer sales tips or motivational content to recharge mentally. Some go further: if the traffic situation allows, speak out loud to practice sales conversations—running through objection handling or rehearsing your product pitch. There are even AI-based training apps that offer short role-plays via voice control—meaning, in theory, you could rehearse dialogues with a virtual coach like Fioro. Reserve such audio training for quiet stretches of highway or stationary times (e.g., in traffic jams or while charging an electric car).

3. Digital Tools to Keep You Organized

Even on the move, you can stay digitally organized. With a good CRM app on your phone, you have client data at your fingertips and can review meeting notes in the car.

• Voice assistants let you work hands-free—having text messages or emails read aloud and dictating replies without losing focus.

• Most smartphones offer a “Do Not Disturb” driving mode that only lets important calls through—activate it to stay focused.

• After a meeting, document key information as soon as possible. Take a moment before you drive off to record notes or a voice memo about what was discussed and the resulting action items. That way, nothing slips through the cracks, and you save yourself the evening’s reconstruction work back at the office.

This small habit has a big impact: those who follow up immediately in the car head into their next appointment more organized.

4. Make Breaks Count

Productivity shouldn’t come at the expense of rest. Long drives and tightly packed schedules can be exhausting, which affects your concentration. Plan short, intentional breaks—and make them count. A 15-minute power nap at a rest stop can do wonders for your energy. Or simply step outside for a few minutes, stretch, and take deep breaths. These mini-breaks help maintain long-term performance. You might also combine them with something enjoyable—your favorite song, a good coffee, or a quick call to a friend for mental refreshment.

Breaks can also be the perfect moment to sharpen your business edge without rushing. For example, while enjoying your coffee, you could read a short article like "Finding Your First Customers: 5 Low-Budget Strategies for Newcomers" -gaining fresh, actionable ideas that might influence how you approach your next prospect. That way, you return to the road both recharged and strategically inspired.

The key is to resume driving feeling recharged. Productivity in the car doesn’t mean scheduling every second—it also means knowing when it’s time to recover.

5. Tackle Small Tasks on the Go

Many smaller tasks can be handled “in between” when you’re not actively driving. Stuck in traffic or waiting for your next meeting?

• That’s a great time to sort receipts, prepare expense reports, or review your schedule for the coming week.

• With a smartphone and mobile internet, your car can function as an office on wheels: quickly check and reply to emails, review proposals, or send a LinkedIn connection request to a potential client—all from the parking lot.

• If you’re smart, you’ll keep a list of “micro-tasks” ready to knock out during idle moments. That way, by day’s end, you’ll feel accomplished—because even the pesky little jobs are done.

Conclusion

Managing your time on the road requires a good sense of balance. You want to make the most of travel time without overloading yourself or compromising safety. With thoughtful planning, a willingness to learn, and the right tools, you can transform the “dead space” between appointments into valuable work and learning time. This gives you a competitive edge—while others fume in traffic, you’re already one step ahead. Remember, effective time management is also a personal skill you can cultivate (more on this in What Makes a Great Sales Rep? 12 Key Traits). The better you organize yourself and leverage your resources, the more success—and satisfaction—you’ll find in your field sales career. So, use drive time wisely, always put safety first—and you’ll be well on your way to your next deal.