Turning Off Motor Racing Delta Time Display

He may well be overtaken and not win the title, but how Lando Norris has clawed his way back to the F1 driver championship lead since the Summer with four races left is impressive.

After victory in Mexico, two reasons were cited for the turnaround. One being a different front suspension removing an apparent numbness in his driver responsiveness. The other though, particularly from qualifying lap time advantage, is something we can take into our selling.

It appears the standard cockpit setting is a dashboard which shows the driver in realtime how they're performing compared to ideals. This live delta time display seems to have become quite for distraction for Norris. So much, that he removed it. As he told London's Times;

"The thing when I don’t have it [the delta display] is I push no matter what; no matter how the start of the lap was, no matter how any corner was. I guess it’s because you have no reference of maybe the overall lap time, you just always try to maximise every corner. Otherwise, sometimes I just stare at it too much, and that’s never the best thing."

This has clear parallels with our own race. The one where we seek to prove our prospect's needs are uniquely resolved by what we provide.

I too have seen the debilitating effect a call, meeting or paper sent can have on a salesperson when it did not land according to plan. In that instant, a sale can indeed derail.

The moment can take over and lead to rapid and subsequent compounding issues.

Yet it needn't be that way.

In the same way Norris now has his bigger picture foremost, we too ought have our process drive our selling. Not necessarily sub-component outcomes.

How we stay on track throughout for our own ultimate chequered flag must be paramount.

If a specific process step cannot be properly complete, then we too may have spun off at a corner, been undercut on a pit stop, or allowed ourselves to be overtaken on a key straight.

Knowing our own approach to that vital pattern of events that when in train, virtually guarantee we prevail, can only truly happen when we too turn off any live delta display, and instead focus on the overall performance.