Staying Focused Leads to Success in Sales

Sucess at work starts with effectiveSuccessful people in all walks of life share similar characteristics that help them be good at what they do, and identifying these traits can help those who are struggling to improve their performance.

This was the premise of a recent article in the Harvard Business Review, which listed a number of things that successful people have in common.

The first bit of advice that is offered in the article is to be specific in one’s goals. According to the article, it is more helpful to be specific about what one is trying to achieve rather than setting some nebulous goal.

In a similar vein, the article suggests that successful people are always aware of exactly how far they need to go to accomplish their tasks. By taking frequent assessments and figuring out precisely where one stands, he or she will be able to get a better understanding of what exactly they need to do to achieve their goals.

Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales consulting firm, said that he agrees with the premise of the article but offered a bit of his own advice on how salespeople can be successful.

“The real key to success with these principles is action,” the executive said. “We all know what to do, yet, we don’t do them. Salespeople are no different. We live in a highly distracting society. We have sports, news, entertainment, shopping and personal communication with us at all times. Managing the distractions of the ‘availability to everything’ is one of the 21st century’s biggest challenges for individuals.”

Riddleberger said that it is very easy for salespeople (and anyone else) to get distracted while utilizing the internet for work purposes. With all that the internet has to offer it is easy to get lost, but fortunately the CEO offered a bit of advice on how to avoid such problems.

One is to have sales reps work with a research partner. This not only allocates more manpower to the task but it puts pressure on each individual to perform and creates accountability.

The other bit of advice offered by Riddleberger might cause some people pause but it is sure to make people more focused.

“Shut off your phone,” he said. “Even during the day, you can turn off your phone and work on a project. Phone calls can really deter you from making the most of your time. You have voicemail. You can call them back.”