We’ve already talked about two of the big challenges that salespeople face—Prospecting and Daily Repetitive Tasks. You know these are essential for success, even if they’re not exactly fun. Now, let’s dive into the third hurdle: Focus.
Just hearing the word focus can send people’s brains into a whirlwind. Coffee hand twitches, phone hand reaches for that ever-so-tempting screen, and suddenly, we’re wearing our Distract-an-Inside Salesperson cape, ready to save the day from productivity.
Let’s be honest—we’re living in a world full of distractions.
From the moment we wake up and grab our phones to the time we finally put them to bed at night, distractions are everywhere. Social media, emails, texts, phone calls, instant messages—our days are a constant barrage of information. For those of us in sales, especially in the shared spaces of inside sales teams, distractions are a part of the daily grind.
So, how do we cut through the noise and stay focused on what really matters?
I did a little informal research—a non-scientific study, if you will—and discovered something interesting. Most salespeople find that adding 3 one-hour blocks of focused time into their day works wonders.
Which is how BURSTfocus® was born!
Inside Salespeople are (typically) not marathon runners; we’re sprinters who need just enough time to hit our stride without losing momentum.
So, here’s the challenge: For one hour, shut everything else down.
- Turn off your email notifications. (Yes, really!)
- Silence your phone. (I know, it’s hard.)
- Let calls go to voicemail. (You’ll survive and so will the person calling.)
For that one hour, focus entirely on a task that will drive your success. Whether it’s crafting a proposal, making those cold calls, or following up with leads—just one hour of undistracted focus.
Personally, I need three of those one-hour blocks each day. Here’s how I break it down:
- Cold Calls: One hour of pure outbound energy.
- Repeat Customers: One hour to nurture those relationships.
- Pipeline Prospects: One hour to move those leads closer to a win.
I’m a bit old school—I still use paper and a notebook. There’s something satisfying about writing down tasks and crossing them off as I go. But whether you’re digital or analog, the key is finding a process that keeps you focused and accountable.
One salesperson shared with me that they carry a notebook everywhere. Writing tasks down and crossing them off at the end of the day gives them a sense of accomplishment.
Imagine sitting back at the end of the day, reviewing all you’ve achieved, and starting fresh with a clean slate for tomorrow. How satisfying would that be?
Now, let’s get practical:
- What are the five most important things you need to get done in the next 7 days?
Picture them in your mind—what do they look like? - What five tasks will propel you forward towards your definition of success?
Visualize the difference these will make compared to your immediate priorities. - Are your near-term priorities aligned with your long-term goals?
If not shift things around to make sure they are!
Finally, focus on getting it done.
What steps do you need to take to ensure these tasks are completed? Can you see yourself fully focused, crossing each item off your list, and celebrating that sense of accomplishment?
I hope I’ve helped you zero in on what really matters. Remember, you control your focus, your priorities, and ultimately, your success.
Now, grab a fresh sheet of paper and start writing out your priorities. It’s time to focus on what’s going to make the biggest impact.
See you next week!
Lynn
P.S. Need a sales coach to help sharpen your team’s focus? Sometimes, we all get in our own heads, and it can throw us off our game. Let’s work together to take your team from good to truly extraordinary. Click reply to learn more!