Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
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!
(c) Copyright 2008 Dave Kurlan