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May the focus be with you

May the focus be with you - SalesLatitude
May the focus be with you - SalesLatitudeToday more than ever, there are so many distractions in our day. Not only do we have a long list of to-dos for work, we typically also have an equally long list of to-dos for our personal lives. So with everything we have to do and so many diversions, how can we prioritize and focus on what is most important? May the focus be with you. At work, most of us get distracted by emails, calls or anyone stopping by our desks. At home, we have a whole other set of distractions. We have to be mindful to tackle what is most important. Many times, we will first tackle either what we like to do or what is easier. And then, when we find ourselves up against a deadline or after much angst knowing our list of to-dos is getting longer by the minute, we will finally do those things that are the most important – but often, at the last minute, when our backs are up against the wall. And because we’re aware that we’re doing things at the last minute, we wonder why this is so and make a casual commitment to break the habit. But then we do it all over again. The same thing happens when you’re in sales. You have a sales process, whether formal or informal, and know there are key sales activities that must be done to progress a deal from initiation to closure. But, you procrastinate and don’t focus on these key sales activities. Instead, you use your time doing things you enjoy more. What you may not realize is that you also may be taking your eye off the ball and spending too much time doing what is easier, but not on what moves the needle. If you focused on these key sales activities, you would use your time more wisely by qualifying out of deals sooner, ensuring you meet the right key stakeholders earlier in their buying process, or gaining a better understanding of the business outcomes the client is trying to achieve. Are you spending too much time researching and not enough time in front of your clients? Are you sitting at your desk doing expense reports or other reporting or answering emails – any and all emails – just to knock them off your list, knowing deep down that you should be using that time on key sales activities instead? We all have way too much to do in a day and too many distractions. The only way to be successful in our professional and personal lives is to just stay focused and get the most important things done first. Do you evaluate and make a list of your top priorities and systematically knock them off your list, or do you procrastinate? May the focus be with you. Janice Mars, SalesLatitudeJanice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


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