Minimizing sales distractions helps you to focus on the task, making it easier to give prospects the attention they expect.
For salespeople, it’s important to be in the moment. Sales distractions serve to pull you out of the moment. If you’re distracted, you won’t be putting your best effort into closing the deal. Even minor sales distractions can take your attention away from a potential sale. Customers will notice your distracted state, and may feel that you’re not giving them the attention they deserve. When that happens, those sales distractions will translate into dissatisfied prospects and lost customers. Minimizing sales distractions helps you to focus on the task, making it easier to give prospects the attention they expect.
Sales themselves can be one of the greatest sales distractions. It happens to every salesperson: you’ll be working on a large project when, suddenly, a bunch of quick, easy sales fall in your lap. While these may be an easy way to bolster your numbers, they can end up costing you in the end. If you stop focusing on lucrative, long-term projects, you could end up costing yourself better opportunities. You should always evaluate sales opportunities with a focus on your long-term success, and keep your eye on the larger prize.
Some salespeople are neurotic about answering emails. They feel like every new message has to be opened and replied to within minutes of receiving it. With the number of emails most people get, this means your entire day would be filled with sales distractions. Take charge of your email. Set aside certain times throughout the day to read and respond to emails. Nobody expects an immediate response; they know you have other things to do throughout the day. Don’t worry about missing an “important” message-if it’s important enough to warrant interrupting your other tasks, the sender will find a way to contact you.
Nothing creates more sales distractions, and more hurt feelings, than office politics. The day-to-day drama of working with the same people inevitably creates some tension. The best possible approach is to avoid office drama entirely. Don’t start gossip, spread gossip, or engage others who are gossiping. There is no “win”-you’ll be expected to pick sides, when the only side you should be worried about is your clients’. Staying out of office drama may make you seem distant or aloof, but that’s still better than picking a side and later finding out it was the wrong one. Focus on your clients and prospects, and avoid the sales distractions of “he said/she said.”
There will always be a mountain of paperwork and other tasks that you have to keep up with. While nobody likes these tasks, they still have to be done. This may involve updating sales goals, entering information into the CRM system, or touching base with sales managers. Either way, these tasks take you out of “sales mode,” and put you in “paperwork mode.” Some people want to do these tasks immediately following each sale, but that means a lot of switching back and forth. It’s better to set aside a time each day to do all of these monotonous tasks. Instead of letting these tasks become sales distractions multiple times throughout the day, you can corral them into a single period of time. That way, you only have to switch modes one time, and you’ll be more focused on sales throughout the day.
How can you focus on anything with a mobile interruption device in your pocket? Most phones used by salespeople provide email, social media, text messages, and web updates-oh, and phone calls. When you’re trying to focus on sales, your smartphone could be providing you with dozens of sales distractions. Turn off your notifications, and focus on your clients and prospects. After the sale, you can check all of your updates, and address them during the time you’ve set aside for those tasks.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.