Unlocking Peak Sales Performance: Lessons from the World of Sports

Trying to reach peak sales performance in your role? Here's why you must act like a sports champion to achieve the best possible results.

 

As you reflect on your past, you realize that before you were even old enough to work, you were already equipped with the skills and drive of a salesperson. You went door to door, selling wreaths, candy, and popcorn for various fundraisers, and even though you weren't reliant on sales for your livelihood, you approached your job with unwavering passion and enthusiasm.

You reveled in the thrill of closing a sale, knowing that you were doing a serious job and getting paid for it, even if you were still considered an amateur salesperson. But being an amateur didn't deter you. After all, kids playing amateur sports don't show up because they have to. They show up because it's fun and exciting.

As they learn and develop their skills, they proudly wear their uniforms and imagine themselves as professional athletes. However, while they may feel like pros, the reality is that they're amateurs, cheered on by their families and peers.

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The same goes for many salespeople. Although they're paid for their results, they often think and act like amateurs. Their employers may also treat them as such, with casual phrases like get out there and win and sales meetings that feel more like pep rallies than strategic planning sessions.

In contrast, sports professionals treat their game with much more commitment. They know mastery of the basics is crucial for superior performance, and they approach each game day as the culmination of their hard work and preparation.

They practice their game plan repeatedly, working tirelessly to build mental and physical muscle. They use technology and data to analyze and improve their performance, seeking guidance from coaches and mentors along the way.

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Likewise, sales professionals must approach their role with the same level of dedication and preparation. By studying past meetings and analyzing their own techniques, they can identify areas for improvement and implement feedback from mentors.

As a sales professional, you're paid for your performance, so it's important to leverage all the resources available to you to achieve the most from your role. Embrace your inner pro and approach each sale with the commitment and preparation it deserves

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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?

Brian Kavicky

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For 25 years, Lushin has guided business leaders toward intentional, predictable growth.

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For 25 years, Lushin has guided business leaders toward intentional, predictable growth.