Procrastination.

"Beginning today, I will clearly establish my priorities, set my sales schedule and get myself in gear ... tomorrow at the very latest."

Sound familiar? It should. Procrastination is so prevalent within the United States today that procrastinator clubs have been welcoming new

members each and every day. In one such club in Philadelphia, it was estimated that there were over 4,900 members with another 500,000 or so who haven't gotten around to joining yet. Most clubs, including the members themselves, abide by common law, for they put off those things that need to be done today until a much later date, when it can be postponed indefinitely.

Salespeople are not exempt.

Wait-Till-Tomorrow People In the sales force, there are as many types of procrastinators as there are seeds to be found in a jar of homemade strawberry jam, but for the most part, these wait-till-tomorrow people tend to fall into one of the following categories:

* One who takes on too much responsibility.

* One who does too much for others, to a point where his or

her work is put on the back burner.

* One who attempts to cover too much all at one time, thus

negating the fact that he or she will eventually need to separate the wheat from the weeds. This inactivity puts a salesperson on the road to nowhere.

* One who writes down every logical step, but spends a good

part of the day in search of the paper on which his work had been written.

* One who looks too far ahead at what is left to be undone. While it rings true that most people have a habit of procrastination in some area of his or her life, it is an element that should be avoided for it could cost a sales account, or worse yet -- . it could cost them their job.

NOW is the time to think about it.

NOW is the time, also, to do it.

For starters, take one goal at a time. Do something specific or concrete. Do something you prefer, get it out of the way and IMMEDIATELY take on goal No. 2. Reward yourself with a pat on the back, but don't stop there and rest on your laurels for a wise person knows that even laurels get sore if sat upon for any duration. GET ON WITH THE NEXT STEP:

Use your time wisely.

Next, don't attempt to be perfect. It needs to be perfect, perhaps, but not just yet. The main thing to be remembered here and now is that it must get done. Perfecting whatever it is can come later, which smacks of procrastination itself, but later in this case is AFTER you have begun and AFTER you have finished whatever it was you started. At that time, allow a few moments to reflect and to correct.

Be realistic.

Delegate - if need be.

Whatever It Takes

Whatever it takes do not stop before you get started, for this in itself is a procrastinator beater bar none. Nothing comes from doing nothing.

In sum, if YOU know of a procrastinator, YOU can be a big help to them by being a good example. Give encouragement, but don't reinforce a procrastinator's habits by doing the work for them. Afterall, you have enough to do for yourself.

Do it ... today.