By Pat Hinds,
This year I am lucky enough to be coaching a local high school football team made up of 15 years old boys who have played football for 3 or 4 years. My specialty is the offensive line and one of the key aspects of coaching is teaching the players to fire off the line of scrimmage aggressively while using technique to give them the best chance to make a block. It may sound simple enough, but it is not in our human nature to ram your head into the person lined up across from you with the hope of moving knocking them to the ground. As a result, it takes time and constant reminders that it is the responsibility of the offensive line to fire off the ball and move the defensive lineman off the line of scrimmage.
At the beginning of the season the practice field is quiet while the players are learning how to act on the field and master the technique of playing football. As the season progresses you start to see the confidence of the players grow and the noise level increases as the skill level improves. Last night we had our second game of the season and the magic of football happened; you could hear the banging of the kids helmets and shoulder pads as the intensity of the competition increased as the game progressed. The noise generated from football players competing in a physical competition is special and the exhilaration that I get from hearing the sound of competition is unique to football.
This is a blog about sales2.0 – you may ask what does the sound of football have to do with sales. When I work with sales teams I try to get the sales people to feel comfortable about firing off the line and aggressively pursue the prospect. I enforce the importance of product and customer knowledge and how these will translate into the confidence to step out of your comfort zone. If organizations are successful in getting their sales teams to the level where they are competing you start to hear a noise that is unique to a top performing sales team. People are on the phone probing customers for need and positioning solutions. Teams are collaborating on game plans to help them capture market share from competitors and celebrating the joys of closing deals.
Yes, it is a stretch to compare football to sales but it was the only way I could get the fact of I love the sound of football onto my sales2.0 blog.
Enjoy the football season.
Topics: Sales Consulting