2/20/2008
Why Do Sales Managers Procrastinate?
Robyn McMaster of Brain Based Biz does not like procrastination, as she made clear on a comment on a recent post of mine. The post was about why sales managers should take swift action, and Robyn’s post got me thinking about why people put off unpleasant work.
Why indeed? Well, here are a few theories — do they make sense? Can you think of other reasons why we procrastinate?
No stomach for confrontation. Some of us go to extreme lengths to avoid confrontation, even when we know we’re heading for a worse confrontation later. Why is that? (Robyn probably has a theory on that one.)
Laziness. Dealing with problems takes work. Drifting along, letting nature take its course — that’s easy.
Indecision. Some folks want to have all the facts and slice and dice them six ways from Sunday before making a move. The “analysis paralysis” syndrome is what most often causes the wheels of industry to grind to a halt.
Because we’re nice. Firing someone is neither fun nor easy. Telling someone their work is substandard pleasant work. The nicer you are, the harder it is to pull the trigger when you have to. It’s a tough problem for managers, and there are no simple answers.
Because we’re oblivious. Sometimes there’s a huge problem staring us in the face and we just don’t see it. Unfortunately, the problem may be painfully obvious to the rest of the company. Obliviousness can stem from being surrounded by too much noise, or from having the Ivory Tower syndrome. So you either have to clear the clutter or get your feet back on the ground.
All this adds up to only one thing — be an anti-procrastinator! How have you overcome the urge to do nothing?
6 Responses to Why Do Sales Managers Procrastinate?
Brad, somehow our questions to one another get our brains humming! Procrastination has several aspects as you show here. A surprising one is that perfectionists often procrastinate because they want a perfect job done and if they do not see the perfect cartoon, for instance, they put off starting it. Does that one surprise you?
Thanks so much for thinking through the many aspects procrastination takes. Procrastinators have a daily dance to overcome it and often think of creative new methods to try. For instance, the other day I bought a little timer to see that I’m keeping daily tasks within the time limit I allot for them.
Well, what an enlightening post about the reasons causing procrastination. If you wish to know more , http://www.stop-procrastination.org provide you with answers and solutions to help you avoid procrastinating! I find it really helpful. Rated 5/5
Robyn, great point about perfectionism. That’s a very common cause of procrastination, and one which I think would be difficult to overcome without help – Lia’s Web site might be place to find help. (Funny you mention cartoons, Robyn – I am doing a post soon a very UNperfect cartoon I launched into with the ready, fire, aim method.)
The root of procrastination, I believe, is fear.
Personally, I am an expert at procrastinating, and when I think about the many times I have procrastinated at something, it has always been a task which I am afraid to do.
Cheers
Andrew
Andrew, I’m curious – when you tackle the thing you’re afraid to do, do you ever find that your fears were misplaced?
Hi Brad,
I almost always find that my fears are misplaced. The actual task is never as painful or intimidating of my perception of the task.
Dr. David Schwartz says in his second book, “The Magic of Thinking Success” that the majority of people’s fears “have their roots in faulty thinking.” I think that Dr. Schwartz is right on the money here.
Cheers
Andrew