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

Posted by Dave Kurlan on Mon, Oct 29, 2007 @ 22:10 PM

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.

Topics: coaching

View All 1,600 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

Search the site

 

Audio Book
Top 30 on Kindle
Top 100 on Amazon

Awards

 2016 Top Sales & Marketing Individual Blog - Bronze

2016 Top Sales & Marketing Blog Post - Bronze

2016 Top Sales & Marketing Assessment Tool - Gold

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2016 Top Sales & Marketing Blog

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter

Sales & Marketing Hall of Fame Inductee

Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader

Other Great Sites

top sales world

Evan Elite Promotion New

 alltop