Practice makes a Sales Champion

You have seen it.

A golfer standing over a putt on the 18th hole to win the championship…and he drops the putt center of the cup.

Well that “championship” was not won on that day it was won in the past on the practice greens after thousands of similar putts both missed and made. It was won during the lessons learned in past tournaments that saw other players raising their arms to the roar of the crowd while being recognized as that days champion.

In sales we will not find ourselves defined as champions if we don’t put the practice in that builds a champion.

There simply are very few cases of success by luck and in those few cases the odds are that it will only be fleeting success if practice and preparation was not involved.

I give you three scenarios: College football, C.P.R, and a stage actor to further look at the importance of practice in the form of preparation.

In football the coaching staff formulates a game plan they feel gives their players the best opportunity to experience success. The team has practiced long through spring and summer workouts on the fundamentals and the playbook. However when it is game time on Saturday it is basically in the hands of the players. Sure there is play calling and adjustments made by coaches but in the end execution on the field is left up to the players. At seasons end when conference championships have been won, bowl invitations have been awarded, and a national champion has been declared you will not find one championship caliber team that took a shortcut. The most defining moment of the season was never a moment at all, it was all the preparation.

C.P.R. (Cardio-Pulmonary Resuscitation) is life saving.  CPR in itself is a simple 3 step process. However a person needs to be trained to effectively administer CPR.  Certification is good for 2 years and then it requires going back to be re-certified.  They go back to be re-certified because they need to practice. When the all important time comes that person needs the skills necessary to act in an emergency, follow standard protocols, and use proper technique for administering CPR. If I find myself in need of CPR I want to be in the hands of someone that took the time to receive and continues to receive proper training. Making a sale is not a matter of life and death but when results matter your customers want to be in good hands.

An actor finds themselves only seconds away from the final curtain call. The audience is in their seats and the auditorium lights have been dimmed with the exception of the stage. Though most of us have not been in a big Broadway production we all know the feeling of anxiety that often accompanies performance. Rather an actor has the leading role with pages of script or a small supporting role with only one line they still want to nail it. In acting it is hours of reviewing the script and rehearsals that lead to stellar performances. No actor of any worth steps out on the stage without preparation that is ten fold what the audience sees.

As a salesperson you will find yourself on the field, stage, or in that moment. Practice and preparation makes you better and allows successful results to become second nature.


About Richard Scudder

I possess a passion to see others succeed in sales. After 25 years of sales and sales management it is with confidence I say “it is direction, not perfection” that counts. I partner with organizations to improve the performance of their sales associates. My clients and I share in common investing in their greatest resource “their people”. I facilitate motivational training that is fun, unique and creates a positive impact on sales performance. For more information on training sessions or speaking before your group contact me. 615-440-7219

Posted on November 26, 2012, in Sales Training and tagged , , , , , , , , , , , . Bookmark the permalink. 1 Comment.

  1. Cherise Schlobohm

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