Work Like a Tiger to Win

On March 23, 2009, golfer Tiger Woods made it back to the winner’s circle for the first time since he won the U.S. Open last June. It wasn’t that Tiger Woods was playing badly; he just wasn’t playing, due to a leg injury that required surgery.

With all the money Tiger has earned, he didn’t have to return to competitive playing. However, anyone who’s ever watched Woods play knows it’s not in his nature to quit.

So what did Tiger do in his second tournament back in action? He won it on the very last hole, after coming from five strokes behind in the fourth and final round.

Some viewers might simply say he won because of his natural talent. Others realize he won because of his work ethic. During the broadcast, there was a graphic on the screen that described Tiger’s typical practice routine. His practice days start at 6:00 AM with 90 minutes of weight training. Following breakfast, he hits practice balls and putts for a few hours, before playing nine holes of golf. After lunch, he practices on the driving range again before playing nine more holes. By now, it’s 5:30 PM, and Tiger’s day isn’t done. There’s about an hour of putting practice. It’s more than natural talent that makes Tiger a winner; it’s also preparation and hard work.

It’s the same formula for success in sales. You may have talent, but it’s not enough. It’s going to take hard work and preparation. Coming into work late, leaving early or taking two hour lunch breaks on a regular basis usually doesn’t cut it if you’re not the only game in town. Just as Tiger has competition on the professional golf tour, you have competition in your marketplace, and one of your competitors could be willing to prepare as thoroughly as Tiger Woods. Thus, the question becomes, how hard are you willing to work to win? At least in golf, the runner-up cashes a check. That’s not the case in the world of professional selling. If you want the first-place check, you’ve got to win.

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by Kevin Reinert Filed under: Sales Motivation No Comments

Motivating the Troops – Part II

Last month I wrote about managing a sales team in challenging times. The current economic environment may prove especially challenging to ‘younger’ sales managers —those who may be in the early years of their careers, and who, as a consequence, may be up against these unique challenges for the first time. Here are several thoughts for such managers to keep in mind.

1. Although the unprecedented scope and frequency of media coverage have painted a grim portrait of the current economic forecast, economic swings and cycles are, in reality, very common. Remember that the economy will swing in a positive direction because it always does. Your job is to keep positive and keep yourself and the sales team focused.
2. Find a mentor that you can trust. Having someone to speak with, confide in and lean on is important to all of us. The managers who have gone through these cycles are a tremendous resource to you. If Tiger Woods has a ‘coach,’ why shouldn’t you?
3. Celebrate the smallest successes! If your sales team wins a contract, celebrate. If a salesperson schednules a face-to-face appointment celebrate! If a salesperson makes a presentation celebrate! Sales is a game of momentum, so stay positive and keep motivated.
4. Remember, there is no substitute or shortcut for getting experience. It is something that we all need to gain first hand, through the process of trial and evaluation. The next time the economy hits a slump — and there will be a next time — you will be better prepared to face it and be a mentor for the next generation of ‘young managers.’

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by Steve Hackett Filed under: Sales Motivation No Comments

Stay Positive

Earlier today, I was watching one of the more prominent morning news shows, on which the special guest was a financial analyst. The analyst spoke about the current state of our economy and was, for the most part, very positive. She went on to say that while most view the current economic sluggishness as a negative, it is during these types of slumps that true entrepreneurship has historically begun to develop as a result of people’s need to finds jobs or ways to increase their own financial stability.

She went on to point out that some of the United States’ most famous innovations came to fruition during the great depression— including Xerography (leading to the Xerox corporation), dry electric razors, Laundromats, car radios and the board game Monopoly.

In response to her profound optimism, the anchor of the show displayed a response that was simultaneously condescending and critical. He quickly diverted attention from the positive financial analyst, and went directly to the other guest — who of course was far less positive and tried his best to convey the media norm of futuristic doom and gloom.

In my opinion, it was the financial analyst who had the right outlook on matters; while things are down right now, as salespeople we must continue to stay positive and focused on creating opportunity. Sometimes we just need to shut off the TV and not read the news. Sales are hard enough without being bombarded by negativity all the time. The reality is, while companies and consumers are definitely taking a more conservative approach to their budgets, they are still spending money every day. Just continue to position yourself as the industry expert and focus on the customer and our rewards will come!

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by Brooks Group Filed under: Sales Motivation 1 Comment