Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
What Sales Managers Can Learn from the Miami Heat
There's a difference between how good a team looks on paper, and how they execute when the "game is on." To illustrate this point we can look at the NBA's Miami Heat. On paper, this team should be one of the league's elite teams. However, as of November 29 they are 9-8 and in the middle of their division. Yes, there is still nearly 80% of the schedule left to play, but many thought this team would win around 70 games (meaning they could only lose 12 all year). LeBron James and Dwyane Wade are both currently listed among the league's top-20 list of scoring leaders (averaging nearly 45 points a game between them).
So what's the problem? James, Wade, and Chris Bosh are 3 of the most talented players in the NBA. Basketball is clearly a team sport, and the 5 players on the floor at the same time need to play as a cohesive unit. When teams are in synch, they play like there are 6 on the court. We saw this happen early in Michael Jordan's career when he was a "great" player on an "average" team - until the team developed role players. This issue falls clearly on the shoulders on the coach. Players can excel at an individual level, but the greatest also can lift the level of play of the entire team. A current example of a team operating at this level is the San Antonio Spurs. They are currently 14-2, yet none of their players appear on lists of the league leaders. Coaches need to develop their players as a team, not just a collection of individuals. A coach that struggles here will soon find their job in jeopardy.
This example from the sports world can also be applied in the sales world. While many view "sales" as an individual sport, it's up to the sales manager to leverage individual successes throughout the team. Peer coaching, sharing Best Demonstrated Practices (BDPs), and Subject Matter Experts (SMEs) can all help a team perform at the top of their game. Then something really cool happens – the individuals and the team succeed.
Have a great sales week!
