Great performance in any field is the result of intentional preparation and practice. As a sales professional, how and when do you prepare and practice? Is it five minutes before your Zoom call or, in your car, in the parking lot just before a meeting. This is...
Tuesday Tips
Ruthlessly Block Distractions. There are lots of books on this subject. We humans are not suited to concentrating on one thing. Our brains are wired to crave the endorphin release from answering emails, texts, picking up the phone when it rings etc. Those activities keep us busy. Busy does not equal productive. (see “busy is the new stupid.”)
If we agree we can improve in this area, the trick is finding what works for you. Each of us are different and one method that is successful for one person might not resonate with you.
So what is the answer? Research, read, study and test methods until you land on one that works.
For gaining deeper insight into what makes successful people successful, listen to podcasts and interviews with successful people. Some of the most common things you will hear are:
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- Carve out “Do not Disturb” time to focus on and accomplish your high priority tasks.
- Keep a list of priorities, for example what do you have to accomplish today, this week, this quarter and check to make sure you get it done in the timeframe.
- Be maniacal about separating the urgent from the important. We all get drawn into the urgent. The most productive and successful people realize the power of the word “no” and are disciplined about apportioning their time to important matters. They learn that the world does not end if you put something off or just don’ t address certain things. Get good at saying “no” and apologizing later.
Some of these are hard to learn and you must just jump off the cliff and try them. The alternative is keep doing what you are doing.
Quote
“Clarity Propels an organization…… Blunt is simplicity, meandering is complexity…… This is probably the one element of Simplicity that’s easiest to institute. Just be honest and never hold back. Demand the same from those you work with. You’ll make some people squirm, but everyone will know where they stand. One hundred percent of your group’s time will be focused on forward progress – no need to decode what people are really saying….It might just be that you’re asking someone to go above and beyond what’s normal – but that’s how you get above normal results.”
From “Insanely Simple” by Ken Segall

Brewster W. Earle
Brewster is the founder of SmallPoint Consulting. Areas of focus include; Sales Strategy and Training. Sales Presentations and Negotiation design, Company Strategy and Execution… read more
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