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What Salespeople Can Learn from Hockey

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

What Salespeople Can Learn from Hockey                 

From an accountability standpoint, the NHL (National Hockey League) has the right idea for penalties. If you have a penalty called against you - you leave the ice and sit in the penalty box (for 2-5 minutes depending on the penalty). Meanwhile, your team continues to play with 1 less player (creating a Power Play for the other team) during the penalty time. Power Plays can (and should be) a major advantage for the team with 1 additional player (Power Plays can extend to a maximum of 2 players). While Hockey is an extremely physical sport, I'm sure this form of accountability makes players think twice before they commit a penalty (especially, a needless one).

Needless (goofy) "penalties" in the world of sales can hurt your customer, your team, and you. In Hockey, 2-5 minutes can alter the course of a single game (unless it's during the playoffs where it could end the season). However, in business - dropping the ball, not following through, or an inadvertent comment from a Salesperson (all controllable issues) can have a negative impact for several years on their company. Play the sales game by the rules, avoid goofy mistakes, enjoy the "sport" 
of sales, and stay out of the penalty box.

Have a great sales week!

What Salespeople Can Learn from Running to First Base

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

What Salespeople Can Learn from Running to First Base

Okay, so as of Tuesday, Major League Baseball's Opening Day (and Spring Training) has been postponed and/or delayed; however, I thought this topic was still timely.

Many years ago (decades actually), I coached Girls Softball for grade-school aged students. During practice, I noticed that many of the girls "ran to" first base (slowing down as they approached it). For all players just starting out, this is very common. The goal is to actually "run through" first base, and then with the advice of the base coach either peel out to the right or turn left and run to second base.

I did what probably every coach does (when coaching young players), I made a line in the dirt about 6-8 feet past first base and asked the girls to run full speed to that line (through first base) and look to the base coach as to which way they should turn. As we started the season, our batting averages improved dramatically as we were getting more players on first base or beyond.

In sales, I have found that many salespeople strive to achieve their sales quota (or just hit the target). However, you should be striving to run through it and reach higher levels of achievement and possibly hit bonus levels in your compensation. Just striving to achieve your goal (or quota/target), you may end up just short. In sales talk, falling short is not making it. Imagine an airline flight that was perfect for 99% of the flight.

In defining the terms, a "quota" (or target) is having you land on first base. A "goal" (which is aspirational) you are running through and/or advancing beyond first base. So let’s be aspirational!

One of the easiest calculations I have used in the past to advance beyond the target is to take your annual sales quota and divide by 10 (assuming that seasonality is not a factor). This allows for your vacation time and holidays. If you want to shoot for the stars and be aggressive, you can calculate using even less months. Either way, measure your attainment on a weekly/monthly basis to gauge your progress and allow for any course corrections.

Have a great sales week!