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This past week, I encountered a sales person with a great track record of being able to get the job done. However, because of their willingness to get sucked into the mire of issues they can’t control, they are now struggling. They are allowing their energy to be consumed by discussing and thinking about things that are occurring within their company and it’s taking away the energy they previously used to sell. Top performing sales people stay top performing sales people because they don’t allow distractions to get in their way. Take a look at what you’re worrying about and what you’re working on. Determine if it’s really something you can change or if it’s something that really impacts your ability to sell. Chances are there is at least another 15% of potential time and effort available to you by not allowing yourself to be distracted by the things you can’t control. How much more would you be able to sell if you had 3 more selling days each month?

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