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What Sales People can learn from Baseball

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What Sales People can learn from Baseball

As Major League Baseball Spring Training draws to a close and we get ready for opening day in April, I wanted to point out something these players share with sales people.

There have been various quotes on this topic throughout the years, but here's my take on this - Baseball is a sport where its players are considered exceptional by averaging a hit in only 3 out of every 10 at-bats (batting opportunities). This means that 7 out of every 10 times the batter fails to get a hit (unless we are talking about sacrifices – which are a very strategic part of the game and a whole different topic).

Also, the baseball league keeps very specific records for each batter - and they're even broken down by who the pitcher is, the type of pitch thrown, the number of outs, and the number of people currently on base.

There are a lot of similarities here that sales people can learn from baseball:

1. In the sales process, you're probably going to hear "no" more than you hear "yes". This is a very common sales statistic, and understand that every "no" is one step closer to a "yes".
2. Make sure you celebrate every "yes".
3. Track your progress throughout the sales process so you can establish your own batting average. Once you understand your average, you can attempt to improve it.
4. Try different approaches to the same situation (and track them) to see if you have better success.
5. You'll have multiple opportunities each day to further your sales efforts – pick yourself up after you strike-out and get ready for the next opportunity.

Want to close more sales? Click here for April 7 workshop info...

Have a great sales week!

The Value of Out-Sourcing

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

The Value of Out-Sourcing

Many of us think we can handle anything that comes our way. There are some things to think about before we take that plunge:

1. Do we have the time?
2. Do we have the knowledge?
3. Do we have the skills?
4. What would we do with the time if we let (or pay) someone else do it?
5. What would the quality of work be if a specialist did it?
6. What revenue could we generate if we stick to our area of specialization?

There are many areas of specialization out there with highly qualified specialists who are trained to assist us. It could be as complex as financial analysis or information technology, or as routine as yard work or janitorial services. The skilled people who perform any of these services have the tools, knowledge, experience, patience, and track-record to be more efficient than we can be performing the same task.

If we're doing it because we like it – that's one thing. For instance some people enjoy washing their car or mowing their lawn – or they find it therapeutic. (It also could be a control thing – not that I would understand that.)

However, when we think we're doing it to save money or feel we can do it better – in many cases this may not be the case. We may suffer when it comes to time and the quality of the work. We also may spend more money fixing our mistakes.

If you can be more productive doing what you do best, consider outsourcing the rest. Sometimes it's as simple as looking at the math – i.e., it may cost me $50, but the job will be done right, and I have the ability to make $75 doing my thing.

You'll be more effective, profitable, and contributing to our economic stimulus/recovery plan.

Ready to close more sales? Click here for details on a very beneficial upcoming Sales Skills workshop on April 7.

Have a great sales week!