In this episode of The Selling Podcast, Scott and Mike tackle the human tendency to avoid difficult tasks and waste time under the guise of "productivity." Whether it’s wandering through a sporting goods store to avoid a tough sales call or spending hours "tweaking" an AI bot, avoidance is a self-defense mechanism that can derail a sales career. The hosts provide four actionable strategies to stop stalling and start generating revenue.

• The Avoidance Trap: Why we hide behind emails, social media, and "research" to delay uncomfortable or challenging work.
• Anticipation vs. Reality: Mike shares a lesson from his father: the anticipation of a task (like doing dishes or mowing the lawn) is always worse than the actual event. Once you start, it’s rarely as bad as you feared.
• Hard Work vs. Challenging Work: A mindset shift. While roofing in 115°F heat is "hard," sales is "challenging and complicated"—a distinction that makes the work feel more manageable.

1. Front-Load the Uncomfortable

"Eat the broccoli" first thing in the morning. By tackling the most daunting, urgent, or unpleasant tasks (like compliance paperwork or cold calls) at the start of your day, you clear your mental queue and set a productive tone for the remaining hours.

2. Apply the Revenue Generation Filter

Ask yourself: "Is what I am doing right now contributing to revenue?" * Delegate: Can someone else do this?

• Batch: Group meaningless administrative tasks together and knock them out all at once.
• Drop: If it doesn't add value or drive revenue, stop doing it.

3. Time-Box Your Distractions

You will never eliminate distractions, so manage them.

• Utilize "Dead Time": Use your commute for mandatory training audio or hands-free messaging.
• Schedule Routine Tasks: Set a specific 30-minute block for non-critical emails rather than letting them interrupt your high-value work throughout the day.

4. Track and Measure Accomplishments

Focus on objective numbers. When performance is measured, it improves. Highlighting your daily wins—no matter how small—builds the momentum needed to tackle larger goals.