Coaching sales people often is about changing behaviours. It takes a bit of time and effort to change one’s ways and that sometimes leads to resistance. ‘I am too busy already and just don’t have the time to <create a plan/fill in a template/do another review/do that training/do a dry-run/etc.>. Yet when I observe them in the office or in meetings, it seems that they do have the time to check out Facebook and Instagram, or are the first to respond to a post on Linkedin. When challenged, their defence involves a shrugging of the shoulders and mumbles like ‘it’s only a couple of minutes’.

It’s not. In 2019, the average person spent two and a half hours a day on social media1. Some reports put the number lower, some higher. All say the time spent on these channels keeps going up year after year.

For me, it’s zero. I have never been on Facebook. It simply doesn’t align with my overall life goal to spend less time on screens and more time in the real world. I also never liked the idea of paying for a service with my data, unless such service is really useful. I regularly ask friends whether Facebook meets that criteria for them, and always get the same response: don’t bother. So I don’t. I was enticed to go on Instagram because those same friends kept saying they liked the pictures I take, but was shocked to see how quickly my brain yearned for updates and reactions on stuff I post. I deleted the app after a couple of days.

My brain might be extra sensitive to these things after my accident, but I can tell from the zombies around me that their brains are just as susceptible to the Power of the Glowing Screen. And it’s not just distracting us from getting stuff done. A steady stream of research is being published on the negative impact of social media on our mental health. Expect these warnings to become louder, especially as we see younger generations coming into the workforce and having to deal with setbacks in the real world. We are conditioning our brains to seek affirmation in ‘likes’, and develop a fear of missing out if we’re not part of the noise happening on these channels, 24×7.

So what to do?
If you want to protect yourself from the downside of social media, use iPhone’s or Android’s Screen Time functionality. They both provide reports on your actual usage and offer a way to set limits for specific apps. Better yet, delete the apps. Don’t make too much of a fuzz about digital detoxing – it’s not that big a deal once you realise how much time you free up to do other, better, things. If you are an average social media user who spends two and a half hours a day on social media, you miss out on 900 hours that you could spend on other things every year. I can spend nearly 40 days a year more on the very things I coach sales people on. I have time to create a sales plan, to call another prospect, to do a dry-run before a big presentation, and to read a business book a week. Time to sport and stay healthy, mentally and physically. Time to meditate. Time to learn to play the piano. Time to go kitesurfing and recharge.

I know I miss out on social updates and possibly even business opportunities, but the downside that comes along with the upside is simply not worth it for me. I am not missing out at all: I gain way more than I lose.


Like to get more tips on how to get to target with a calm mindset and a smile on your face? In my new book, IN THE FACE OF CHALLENGE, Perseverance in Sales, I tell the story of my life-threatening kitesurfing accident that left me in a coma and what the two-year recovery thought me about perseverance. I share over a hundred practical ideas for AEs, CSMs, SCs, SDRs and their managers on how to deal with challenges in sales, and how to avoid them in the first place. See here for links to retailers of the paperback or ebook.