Question and Answer
Q. Dave, I’m wearied by the
preponderance of books and business advice by all these sports coaches. What’s your opinion? How many different coaches do we need to hear from? What makes these books so popular? Is it another example of our infatuation with sports and the desire to bring that into our own lives?
A. What a thoughtful question. Congratulations for the insight that leads
you to ask this question. Here are my thoughts...
I can understand the interest in sports coaches doling out success formulas. From the athlete's perspective, the character traits that are developed through successful sports involvement will serve anyone well in the business world. From the point of view of the manager or
executive, many of those leadership techniques that make a sports team a winner are techniques that help the team play at their very -- focus, commitment to goals, practice, attention to detail, best practices, etc. Those are desirable and helpful in the world of business.
Sales management is too important to not do it better
In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force. Those
companies who manage and direct their sales forces to higher levels of productivity succeed, while those who remain stuck in inertia, afraid to invest in their own development, gradually fall by the wayside. That’s why we are offering you the opportunity to “sell better” by helping your sales managers manage better. Over 2,079 sales leaders have been trained in 25
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Seize the moment. For more information call
616-451-9377. And, it’s been my observation that as kids grow up, those who
participate in sports have a much better chance of staying out of trouble and succeeding than do those who refrain from athletic competition. Whenever I interview a candidate for a sales position, for example, if he/she has had some experience on an athletic team, that always scores extra points with me. So, on the surface, I can understand, and to some degree, support the fad.
However, there are significant differences that call into question the applicability of the wisdom of high profile sports coaches. High profile coaches work in a world that is a far cry from that of the typical sales manager.
First, the sports coach’s successes are measured once or twice a week. In other words, they have the luxury of competing only once or twice a week, for a specific portion of the year. They can, therefore, focus all their resources on that specific contest. Win ten times a year, and you are a very successful football coach.
Sales
people and sales managers in the real world ...[CLICK HERE TO READ ENTIRE ARTICLE ONLINE] Listen to Dave's Complimentary Podcast!
Getting the Last Look
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