Video Transcript
Before I was old enough to work, I was old enough to be a salesperson. I did door-to-door fundraising, selling wreaths, candy, and popcorn.
Without the pressure of earning a living through selling, I was passionate and enthusiastic about my job. I gave my selling pitch and felt thrilled when a new customer signed up. In my mind, I had a serious job to do, and I got paid to do it, But I was an amateur salesperson playing what looked to me like a professional game.
Being an amateur isn’t a bad thing. Think about kids playing amateur sports. They show up because the game is fun for them. They are excited to gain new skills and knowledge as they develop. They take risks, try new skills, and proudly wear their clean uniforms on game day. Their excitement is undeniable as they imagine themselves as professional ballplayers.
The crowd cheers, the scoreboard lights up with points, and they build camaraderie as they replay the highlights with their teammates.
They are professional athletes in their heads, but the crowd in the stands filled with family knows they're amateurs.
Most salespeople who enter a career tend to think and act like amateurs rather than professionals, even though they are getting paid for their results.
The companies they work for tend to treat them like amateur sales teams. They say things (like “Get out there and win!”) and do things (like having sales meetings).
A sports professional treats the game much differently. Although they might have a passion and enthusiasm for the game, they approach it with a much higher commitment to their performance.
They know that the only way to develop superior skills is to have a complete foundation and mastery of the basics.
They treat game day as the result of their work and preparation.
The game plan is practiced over and over again. Spending time in the gym to ensure they are in the best shape to play is a mandatory little thing that makes a big difference in improvement. They use tools and technology to collect data and learn how to maximize their performance. They use coaches, mentors, and consistent training so that they can be at their best in the game.
A real sales professional operates similarly, reviewing past meetings and studying their own techniques to find ways to improve. They build mental muscle for better performance by implementing mentor advice and feedback.
Sports professionals are paid for their performance, and they leverage everything available to them to achieve the most from that performance. Sales professionals are also paid for their performance, so why should they approach their role differently?