Salespeople who tackle complex sales are bound to have their hands tangled in the sales process from time to time. With all the moving parts, it can be tough for them to maintain focus – their innate response is likely to scatter about, making sure absolutely no deal or opportunity leaves their sight – but knowing how to focus is the key to driving productivity and success for any sales organization.
“In any walk of life, we tend to do what we focus on, and there are a lot of things to focus on,” said Timo Rein, co-founder and president of Pipedrive. “But you need to be focusing on – and filling your day with – things that are the key to being successful.”
From analyzing the previous month’s sales results, preparing for the next call, and finishing a proposal, if salespeople don’t know how to shift their focus properly, or are focused on too many things at once, the sales process will get clogged, and they won’t achieve maximum results. Contrary to popular belief, multitasking does not equal productivity.