Eight years ago, I left a career as a college football coach to join The Brooks Group as a National Accounts Manager. The founder and CEO of The Brooks Group, Bill Brooks, was actually my college football coach at Canisius College in Buffalo, NY.

Learning about business, our products, services, and clients required time and energy. The typical learning curve in this industry (sales training and consulting) takes approximately 18 months.

One day, shortly after I started my new position, Coach Brooks and I were on a joint sales call and he asked me, “What’s the major difference between coaching and selling?” I thought for a minute and it just came to me. “Coach, that’s easy. Every day is game day!”

In coaching we would prepare all week for a game on Saturday. In sales, to prepare we do our investigation of the prospect, then line up for the sales call. Our success can be immediate (making the sale on the spot) or can be drawn out over time (4 quarters).

Either way, the hard work that’s required in coaching is the same type of hard work that’s required to be a successful salesperson. Every sales opportunity is like a game that is to be won or lost. The successful salesperson understands that any contact or interaction with new or existing clients is game day!

Put this thought in your mind: “Every day is game day,” and you will be taking the right approach to each and every sales opportunity you encounter.

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