PROGRESS HAS CREATED A PROBLEM…the Internet has changed the Business World. For that matter, the Internet has changed the whole world, not just Business. Everything is faster, everything is more accessible, everything is right at our fingertips. The world has gotten smaller, as author Thomas Freidman explained in his bestseller… "The World Is Flat". The new generations of Salespeople (plus we 'older' ones who have converted) are operating our businesses completely differently. For the most part, the "operating differently" approach is better. There is one hidden problem however… the Internet sabotages Sustained Attention! Because everything is so readily accessible, many Salespeople operate 100% in React Mode. When that happens, Sustained Attention to a particular task or focus point can erode quickly. To always be in a state of Reaction prevents planned growth and often prevents daily progress.
Here is your ACTION STEP…here are the problems that being too attached to the Internet (and your cell phone) can create:
1. Sustained attention disappears… single tasks do not get completed in a timely fashion
2. The desire for instant gratification can get in the way of meaningful activities
3. Multitasking becomes a point of pride… make no mistake: the mind is not equipped to do more than one task at a time! The experts all agree on this point…the result is built-in inefficiency.
But wait….let's not get in the way of progress! Is there a solution? Of course. there is..here are two very clear answers…
1. Have a solid routine to follow that allows uninterrupted "time blocking" for the most important tasks of your day. Especially in the morning.
2. Get very good at saying NO to interruptions and short-term items that creep into your mind and your day. This is a "learned skill". It takes practice. Anyone can do it. The most efficient Salespeople are masters at "saying NO".
This Sales Tip is not about "dissing" the Internet. It is about understanding the inherent pitfalls of "sabotaging Sustained Attention". The idea of doing one thing at a time is pretty basic. It has not changed with technology. The ability to focus and concentrate on the most important items in your business and your life are critical. Every time you find your mind wandering to another task, make the decision to finish what you are doing before you start the next item. Bonus Point: one of the best ways to do this is to eliminate the temptation. When you are doing something really important… turn off your cell phone and your e-mail. What you don't know won't hurt you (or anyone else for that matter) for the next 1 to 2 hours. Everything will carry on quite well without you for a short period. NO Excuses.