Posts Tagged ‘decision-making’

Football Dummies & Sales Smarts

Monday, November 16th, 2009

A great coach somehow become both ordinary and stupid in front of an international TV audience last night as New England played Indianapolis for bragging rights to the best NFL team in their conference.

You can read the article here at ESPN.com, but I’ll summarize a single play that turned a winner into a loser;
http://sports.espn.go.com/boston/columns/story?columnist=reiss_mike&id=4659027

In what might easily be called the worst coaching call in the history of football, New England had the ball, winning by six points with 2 mins left. On 4th down and 2 yards to go, at their own 27 yard line, coach Bill Belichick has his team go for the first down!!!

Didn’t make it, so Indy easily moves down and scores to win the game.

This quote keeps popping up: “We tried to win the game on that play,” Belichick explained.

You dummy, you were already winning! You just had to punt it to the 20 and let Indy try to go 80 yards.

As a sales coach I recognize that you can divide the world into two categories: Those that make good decisions and those that make bad decisions.

As an award-winning guard on the US Masters basketball team, I recognize the same thing about players on the court.

2 categories, it’s pretty simple.

Where would you place yourself? Good decision-maker or bad?

Where would others categorize?

Focus on making good decisions, in every part of your selling day – whether you’re dealing with prospects or clients or managing yourself or peers. And at the end of the day focus on the same for family and friends.

Good decision-makers have longevity on the job, their earnings are higher than most. They have sweet relationship on the home front, too.

Don’t be a Belichick, bad decisions can define you and cling to your reputation for a long time.

It’s all about choices in life, isn’t it. Smart sales pros make good ones. They even help prospects to do the same.

Quarterback Retires & Teaches a Sales Lesson

Thursday, September 4th, 2008

Dante Culpepper retired today from the NFL. His notice was sent by email and it’s has some fascinating wording in which is embedded a great selling lesson…

“I have been strongly encouraged from family, friends and league personnel to continue to be patient and wait for an inevitable injury to one of the starting quarterbacks in the league.

“I would rather shut the door to such ‘opportunity’ than continue to wait for one of my fellow quarterbacks to suffer a serious injury. Since I was not given a fair chance to come in and compete for a job, I would rather move on and win in other arenas of life.”

There’s a nice image – as soon as a competitor of mine has some traumatic disaster land on him the size of a 377 pound lineman, I get my turn.

Here’s your thought, sales pro – WHY WAIT? WHY WAIT FOR SOMETHING GOOD OR BAD OR INTERESTING TO HAPPEN. Just move on with your life. You know all those prospects who’ve been hanging you out to dry for months and months and more?

Move on. If you can’t help someone else make a decision, you can’t help them at all.

Move on. Your time is precious and you respect yourself when you treasure time enough to make decisions based on this truism.

Move on. There are great opportunities awaiting your attention.

Good luck Dante, we’ll be watching to see where your toughness and talent get you more success and new adventures.

And reps, start thinking about every situation you’re in and whether you should Move on.