Bank Sales Corner

Do All Business Bankers Have ADHD?

  

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Does everybody have ADHD? Well, not in a strict clinical sense. According to a recent article in the Wall Street Journal, something like 4.4% of the adult population has been diagnosed with ADHD.  But even though I’m not a psychiatrist, I see too many bankers exhibiting symptoms that suggest a problem staying focused. They include:

• Multi-tasking on conference calls
• Inability to read beyond the first two lines of an email
• Difficulty paying attention in meetings or on sales calls
• Avoiding certain sales tasks (like preparing well for meetings with prospects)
• Struggling to complete routine reports

It’s not surprising. Held hostage by BlackBerries, buried under daily avalanches of email and juggling an increasing array of administrative and compliance issues, many bankers are understandably frazzled.

So short of ingesting massive quantities of Ritalin, what’s a busy banker to do? Here are some techniques to stay on track:

1. Schedule time to perform certain tasks. Figure out your peak times for certain important activities. If you write more fluidly in the morning, that’s when you should do your credit memos. Determine the best time to call your customers and prospects to schedule appointments. Put it in your calendar. View it like a meeting that you’ve scheduled with an important client and you’ll show up.
2. Limit distractions. Disable that noise that lets you know another email has arrived.  If you  need to concentrate, close your door or find a place where you won’t be interrupted.
3. Concentrate on one thing at a time—no multi-tasking! If you’re on a phone call, don’t be scrolling through your email inbox.  
4. Take notes in meetings. Ask questions. Summarize what you’ve heard. (These are all things that good listeners do.)
5. Take breaks. A quick walk around the block or 50 sit-ups might just resuscitate you. 
6. Apply the STOP technique.  Step back; think; select the best option; and proceed.

Busy isn’t bad if you’re productive. It’s when you lose control of your time that you need to regroup.

Check out our blog at http://www.mzbierlyconsulting.com/bank-sales-corner-blog  Recent topics include:

• Business Development Doesn’t Take a Vacation: 9 Ideas for Bankers
• Preparing for a First Call
• The Five Mistakes Bankers Make on Sales Calls
• How to Ask Customers for Referrals