16 years ago when I was 38 years old, my oldest daughter was diagnosed as having ADD. I vividly remember sitting in the psychotherapist’s office and listening to the woman describe Katie’s mind and the way it works. When she was done speaking I said, “That all sounds very normal to me.” At that point, everyone turned to look at me and someone said, “Is that your normal? ADD is genetic.” I went 38 years without knowing or even suspecting that I was ADD.

Over the years, it’s amazing to me how many salespeople and selling owners that I work with who suffer from Attention Deficit Disorder. It seems to go hand-in-hand with the qualities that make up good salespeople. Go figure.

As a result, subjects such as organization, motivation, feeling overwhelmed, and especially time management are common denominator’s in just about every coaching call I have.

The key to beating, or at least dealing with, the negative effects of ADD as it comes to the job of sales is to follow a process.

First, get prepared for the day ahead by making a list of the things that you need to do.

Second, prioritize by circling the top three or four priorities to make certain that they get done before the end of the day.

Finally, enact the plan and systematically work through your to do list. Along the way, you will get knocked off course (Squirrel!), so it’s important to ask yourself the question, “Is what I’m doing right now the best use of my time?” frequently.

Much more can be said on the subject but I wanted to give you some quick suggestions on overcoming what can be a distracting and sometimes completely debilitating ailment.

One more thought. If you or someone you know suffers from the effects of ADD, I highly recommend the book, “Driven to Distraction” by Edward Hallowell. You will swear that he sat beside you and wrote the book based on your life.

Visit my Sales Resources page: http://sales.napl.org/sales-resources/ for last week’s Short Attention Span Webinar and a link to my blog

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