I have often heard the saying, “Trying to manage Salespeople is like trying to herd a bunch of cats.” That phrase always made me laugh because it’s really true. I have managed many Sales People in my time and they are the hardest to manage because of their independent spirits, curious nature…or so I thought.
There is one more item that is a relevant fact that you might want to consider. Sales is the most common field in the corporate world where we find the highest percentage of people with ADHD (Attention Deficit Disorder). We call our deficit disorder SADD (Sales Agent Deficit Disorder). About 80% of Sales People are considered to have some sort of degree of SADD. Wow, that’s too big of a number to ignore! Now some may have the traits more or less than others but if such a high percentage of Sales People have this disorder then as a Sales Manager it might be a good thing to study how to better manage someone with SADD or not manage them whichever may be the case.
Here are some of the symptoms of a person with ADHD or SADD
Disorganization, problem with focusing, procrastination, taking on too many projects before finishing others projects, a constant desire for high stimulation and a low threshold for boredom, impatience, impulsiveness, interrupting, problem focusing on one thing and a feeling of not living up to potential. There is also a strong dislike of established channels, routine and being micro-managed.
Now many people will read this and say, “I have those symptoms, I must be SADD” and that very well may be, but again there are varied levels of this disorder. People with SADD are naturally drawn to sales because there is always something new with ample challenge and risk. Sales requires intrinsic motivation and a lot of moving around. To a large extent they can control their own time and find prey, therefore it’s a hunt!
In the world of ADHD the people who have SADD are referred to as “Hunters”, because they are the ones who bring the kill home to the tribe for distribution. The “Hunters” constantly scan the environment, they must be able to juggle multiple things at once, they aren’t afraid of taking risks, they can to switch from one prey to another better prey quickly and they are always aware of other predators in their area. Does this sound like a Sales person to you? » More: The reason why Sales People don’t like follow up!