How important is “focused” as a characteristic for your sales candidates?

woman with stickiesLives 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.


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Connie Kadansky

Connie Kadansky offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, nationally and internationally. She is a licensee of Behavioral Sciences Research Press (BSRP), the world leader in research and training in Sales Call Reluctance. Connie has facilitated more than 260 full-day programs and worked with hundreds of salespeople from diverse industries.