Psychologists Corner:
No More Excuses: Overcoming Procrastination
by Chris Croner, Ph.D.

Article Date: July 10, 2006

Your manager has asked you to make 30 cold calls by Friday.  It's already Thursday afternoon, and you decide to wait until tomorrow.  After all, cold calling is not your favorite task, and there are plenty of other things to do.  Plus, you work best under pressure, and surely you can get 30 calls finished tomorrow.  Then, the phone rings: your team needs you to be at a prospect's office tomorrow to pinch-hit on a big presentation.  Of course, you agree to go.  But, the cold calls will have to wait.

Does this scenario sound familiar?

Procrastination affects most working adults, increasing stress and reducing performance.  Salespeople typically procrastinate when something seems too difficult, time-consuming, or scary.  However, this bad habit gets in the way of your own success, holding you back from preparing for customer meetings, completing challenging assignments, and ultimately, getting promoted.  This week, I will help you break this habit with a few concrete tips.

But first, let's talk about why we procrastinate.  DePaul University psychology professor Dr. Joseph Ferrari, one of the world's top experts on procrastination, has identified three causes:*

1. Avoidance: The job seems too hard, and we are afraid we will fail and look bad to our peers or manager.  So, we delay the task until the last minute.

2.  Arousal:  The job seems too tedious or boring, so we wait until the last minute to add some excitement.  People who procrastinate for this reason often say they like to work "under the gun." But, Ferrari's research shows that procrastinators do not always work best under pressure.  They often wind up turning in a lackluster performance.

3. Decisional: We avoid making a decision for fear that we will make the wrong choice.

If you have ever had trouble with procrastination, you can probably recognize at least one or two of these reasons in yourself.  So, the next time you get an assignment you would rather put off, here are three ways to handle it:

1. Fifteen-Minute Method: Start the job now, with the condition that you may quit in 15 minutes, if you wish.  This small commitment will likely be enough to get you going.  This method was pioneered by psychologists Ellis and Knaus.**

2. Peer Pressure: Advertise the fact that you are in charge of this assignment.  Tell as many coworkers as possible that you will be doing this task, and tell them your deadline.  The peer pressure that this method creates will push you to get the job done.

3. Schedule It: Set aside a specific period of time on your calendar for each small job you need to do.  This works especially well for tasks that are less glamorous, but still important.  For example, let's say you know expense reports must be in by Friday, and require 30 minutes to complete.  In this case, set aside 30 minutes sometime this week on your calendar to get the reports done.  Make sure you allow yourself plenty of time for unexpected delays.

Put these three tips into practice this week -- your stress will diminish and your manager will take notice!
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*Ferrari, J.R., Doroszko, E., & Joseph, N. (2005).  Exploring Procrastination in Corporate Sellings: Sex, Status, and Settings for Arousal and Avoidance Types.  Individual Differences Research, 3, 140-149.

**Ellis, A. & Knaus, W.J. (1977).  Overcoming Procrastination,  New York: Signet Books.

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