These aren't generally discussed, written about or analyzed, but they are there, getting in the way, sometimes for months at a time. Most of your salespeople aren't very effective dealing with them. At the least they interfere with business and at their worst they dominate your salespeople's lives. I'm talking about distractions.
Distractions can take many forms, from the call that takes them off their game, to the illness or death of a loved one that stops their game cold. Distractions can last a few minutes or they can linger for months. You can even understand why some, especially the really bad distractions, can interfere for so long.
In the end, it's your salespeople's ability to cope and stay focused in the face of distractions that will determine what kind of year they have. Everyone, including you and me, has distracting events in their lives. When one event goes away you can be sure that another will follow. I know a salesperson who generates a year's worth of business in just 6-9 months, while he is distracted the other 3-6 months - every year! I know another salesperson who was distracted for two years.
You know they'll have distractions so it's your job to know your salespeople well enough to recognize when they are being affected. Helpd help them cope, focus and work through them in order to get from each as close to 12 months worth of effectiveness as you can.
Don't let this article distract you, go help somebody!
Managing Distractions - A Key to Sales Success - To learn more about this author, visit Dave Kurlan's Website.
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Dave Kurlan
(Visit Dave's Website)
Dave Kurlan is the founder and CEO of
Objective Management Group, Inc., the
industry leader in sales assessments and
sales force evaluations, and the CEO of
David Kurlan & Associates, Inc., a
consulting firm specializing in sales
force development.
Dave has been a top rated speaker at Inc.
Magazine's Conference on Growing the
Company, the Sales & Marketing Management
Conference and the Gazelles Sales &
Marketing Summit.
He has been featured on radio and TV,
including World Business Review with
General Norman Schwarzkopf, in Inc.
Magazine, Selling Power Magazine, Sales &
Marketing Management Magazine and
Incentive Magazine.
He is the author of Mindless Selling and
Baseline Selling – How to Become a Sales
Superstar by Using What You Already Know
about the Game of Baseball.
He created and wrote STAR, a proprietary
recruiting process for hiring great
salespeople, and he writes Understanding
the Sales Force, a popular business Blog
and is a contributing author to The Death
of 20th Century Selling and 101 Great Ways
to Improve Your Life, Volume 2.
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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