Lives are becoming more and more complex as we evolve. The heavy use of technology is a factor of whether someone can concentrate and focus. Some people are literally training their brain to NOT pay attention due to their multi-tasking and high dependence on technology.
Last weekend I attended a Saturday seminar and a father was there with his daughter. He said that he was in attendance to spend some time with his daughter, whom he rarely sees. Interesting, during the breaks, I noticed that he was heavily concentrating on his Ipad and his daughter was seriously focused on her Iphone. No judgment. Just a notice.
The SPQ*Gold has a measurement for Goal Diffusion, measuring the candidates’ internal and external distractions. This is not a make or break measurement, or a “hire” or “not hire” component for most sales organizations. However, the ability to focus is an important characteristic of a successful salesperson.