Five things sales people can learn from sports
Is it just me or does it seem to be the case that most sales people I know have either played sport at some time, or are obsessed by it? Just looking back at the sales people I’ve worked with over the years this seems to be the case. Thinking about it I think I can see why this might be…
Firstly selling is by its very nature competitive. You are always either competing against a quota or a competitor. So it’s not great surprise that people who revel in the excitement of competition are attracted to selling.
Secondly I believe that the social skills that are learnt on the sports field and afterwards in the bar are invaluable in creating the kind of rounded person who fits well in sales.
So what can we learn from sports…
1. Training. It amazes me that someone can expect to get to the top of their profession without training. Do people really think that because you’re good at something you can stop training? Does Tiger Woods train (when not busy elsewhere)… you bet. But often I’ve been on sales training courses where half of the people are there under sufferance; they’ve been there, they’ve done it, end of story. If you want to be good train, and train hard.
2. Goal setting. It’s been statistically proven that setting goals helps people achieve higher. Setting increasingly challenging goals is the key to high performance. If you don’t set a goal how do you know when you get there! You might want to take a look at this article on setting goals for 2010.
3. Resilience. If you’ve ever played sport you will know what it’s like. It’s raining, the sun’s going down, you’re losing, you’re sore in place you didn’t know you have and the opposition is looking to rub your nose in it. But you have to pick yourself up for the sake of the team and your own pride. Sport teaches people that kind of gritty determination to get stuck in when you least want to.
4. Teamwork. In sales everyone wants to be a star, which in itself is not a bad thing. But sometimes the task is just too big and you have to ask for help. In fact in key account sales if you’re not a team player you’re at a real disadvantage.
5. Magnanimity. As Rudyard Kipling said in his poem “If”…
If you can meet with triumph and disaster
And treat those two impostors just the same
When we do win let’s play it cool and if we lose let’s be magnanimous. When you don’t get the order (which does happen occasionally to us all) be willing to shake hands with the customer, wish them well and promise to be back… we will do business sooner or later!
Coming thru! Sometimes you just have to press on...
Is it just me or does it seem to be the case that most sales people I know have either played sport at some time, or are obsessed by it? Just looking back at the sales people I’ve worked with over the years this seems to be the case. Thinking about it I can see why this might be…
Firstly selling is by its very nature competitive. You are always either competing against a quota or a competitor. So it’s not great surprise that people who revel in the excitement of competition are attracted to selling.
Secondly I believe that the social skills that are learnt on the sports field and afterwards in the bar are invaluable in creating the kind of rounded person who fits well in sales.
So what can we learn from sports…
- Training. It amazes me that someone can expect to get to the top of their profession without training. Do people really think that because you’re good at something you can stop training? Does Tiger Woods train (when not busy elsewhere)… you bet. But often I’ve been on sales training courses where half of the people are there under sufferance; they’ve been there, they’ve done it, end of story. If you want to be good train, and train hard.
- Goal setting. It’s been statistically proven that setting goals helps people achieve higher. Setting increasingly challenging goals is the key to high performance. If you don’t set a goal how do you know when you get there! You might want to take a look at this article on setting goals for 2010.
- Resilience. If you’ve ever played sport you will know what it’s like. It’s raining, the sun’s going down, you’re losing, you’re sore in place you didn’t know you have and the opposition is looking to rub your nose in it. But you have to pick yourself up for the sake of the team and your own pride. Sport teaches people that kind of gritty determination to get stuck in when you least want to.
- Teamwork. In sales everyone wants to be a star, which in itself is not a bad thing. But sometimes the task is just too big and you have to ask for help. In fact in key account sales if you’re not a team player you’re at a real disadvantage.
- Magnanimity. As Rudyard Kipling said in his poem “If”…
If you can meet with triumph and disaster
And treat those two impostors just the same
When we do win let’s play it cool and if we lose let’s be magnanimous. When you don’t get the order (which does happen occasionally) be willing to shake hands with the customer, wish them well and promise to be back… we will do business sooner or later!