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What the Red Sox and a Great Sales Team Have in Common

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You must have watched some of the World Series. You must have seen the Red Sox dominate the Rockies.  You must have thought they were superior in every way.  You must have thought they could beat anyone at any time.

Truth is, the Rockies are probably every bit as talented as the Red Sox.  They have some great stars to go along with some great supporting players.  They have some great pitching to go along with a great bullpen.

But the Red Sox came through in nearly every possible scenario and the Rockies didn't.  Why?

The Red Sox were more prepared.  They didn't get rattled.  They didn't feel the pressure.  They did what they have practiced, did it consistently and did it well.  Before every game, each player has balls hit to him at his position, makes practice throws and takes batting practice.  Isn't he already one of the best 700 players in the world?  Why is he practicing?  To be prepared for whatever might take place in the game. 

In his column in the Boston Globe, Dan Shaugnessey wrote, "When you see the Yankees 18 or 19 times per season, you become accustomed to playoff atmosphere. The Sox are battle tested..."

Based on what I've seen from evaluating 8000 sales organizations and 300,000 salespeople, your salespeople are probably no better or worse than those at the 8000 other companies.  However, what would happen if they were more prepared?  What would happen if they prepared for every possible scenario?  What would happen if they practiced every day, like the Red Sox?

This can happen through group role plays, pre-call strategizing and post-call debriefing.  How do you suppose their performance would improve if this took place each day?

Preparation.  It's the great differentiator between teams that show up and teams that win consistently.

© Copyright 2007 Objective Management Group, Inc.

Posted by Dave Kurlan on Mon, Oct 29, 2007 @ 09:35 PM

COMMENTS

"The will to win is nothing without the willingness to prepare!" Juma Ikaanga, Tanzanian winner of the 1989 New York Marathon.

posted on Tuesday, October 30, 2007 at 8:58 AM by Rush Burkhardt


Would one take a walk in woods without a compass or drive into unknown territory without a map? Then why go on a sales call without some knowlege of your prospect, their issues and maybe and understanding of their expectations?
The Boy Scouts have a motto and have had it for years " Be Prepared". They have that for a good reason. One needs to have the same motto in the sales world or you may get "lost in the woods" or at best lose the sale

posted on Wednesday, October 31, 2007 at 6:51 AM by Ed K


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