I've met and talked with literally thousands of sales managers through the years. I'm a former sales manager, and I can tell you that every Saturday thousands of sales managers go home with their brains half-scrambled.
The problem: half-scrambled brain. The cause: multitasking. The cure? Stop it
A 2014 Forbes.com article cites a Stanford University research study that notes, "Multitasking is less productive than doing a single thing at a time. The researchers also found that people who are regularly bombarded with several streams of information cannot pay attention, recall information, or switch from one job to another as well as those who complete one task at a time…Multitasking reduces your efficiency and performance because your brain can only focus on one thing at a time. When you try to do two things at once, your brain lacks the capacity to perform both tasks successfully."
So, if sales managers are able to stay focused on one deal at a time, wouldn't they make more deals? Sure, but this is the car business, right?
Yes. And in the car business, sales managers are taught that they need to react to everything right away to keep order. But there is a lot that we can do about it. Following are ways to reduce the amount of sales manager multitasking:
It’s OK to say "not today" and not allow multitasking. It's OK to say "Let’s talk about this Tuesday morning. Now is not the time." Sales managers staying on task will lead to more deals.
When deals are waiting, multitasking simply doesn’t work.
This article was written for & published by Auto Success