SALES EXCELLENCE

I am a huge college football fan and absolutely loved the recent game between Boise St. and Virginia Tech.  Both teams showed great determination on the field, but it was Boise St. who came out victorious.  

I think there are some great lessons that sales organizations can learn from the Boise St. football program:

1. They have a system and find players to fit the system.  They don't recruit "all stars" unless they will fit within the system.
2. They train and coach their players to compete at the highest levels.  It is often said that the Boise St. coaches are some of the best in the country.
3. They always have a great game plan.  No matter what type of team they are playing, Boise St. is able to devise a game plan that seems to be perfect for defeating their opponent.
4. They win even though their players are not the biggest, strongest or most talented.
5. They are innovators.  They develop schemes and plays that give them an advantage when they face bigger or more talented teams.
6. They execute their game plan.  It is one thing to devise a game plan, it is another to masterfully execute that plan.
7. They never give up.  Some of their victories have been remarkable come from behind victories that have stunned the opposing teams.

How does your sales team stack up?

• Do you recruit the right salespeople for your system?
• Do you have a "best in class" training and coaching system?
• Do you do great pre-call planing to make sure your game plan is right for every prospect?
• Do you win even though your salespeople are not the most experienced?
• Do you constantly look for new ways your salespeople can be successful?
• Do your salespeople execute their sales plan?
• Do your salespeople fight until the very end, always looking for ways to make the sale?

Congrats to Boise St. for their continued excellence!  Here is to your continued sales excellence!