Categories: Sales Coaching Tools
The return of college football surely has many of you breaking out the team colors, planning your tailgates, and scheduling your Saturdays around kickoff. It also gives us a reason to dig up this story we caught last year featuring Nick Saban and his Alabama Crimson Tide on 60 Minutes.
It’s a behind-the-scenes look at why Saban has been so successful at Alabama. His coaching methods earned him three National Championships and the highest salary in the game. No matter your college football allegiance, you can’t deny Saban’s success. The lesson we took from this 60 Minutes profile comes three and a half minutes in the story.
"Ignore the scoreboard."
"Don’t worry about winning."
"Focus on doing your job every single day."
In sales, your success isn’t defined by the “scoreboard” or the final number at the end of the quarter. It’s not about the what. It’s about the how.
Focus on how you’re going to achieve the number. You can’t tell your salespeople the goal, without ensuring they know how they’re going to achieve it.
Repeatability and predictability around the key areas of sales effectiveness will help your sales organization generate more revenue.
Consider these important questions about your sales organization:
- Do your reps have a consistent way to articulate value and differentiation?
- Can they align that value unfailingly in a way that supports the needs of your prospects and customers?
- Are they audible-ready to morph their sales conversation in a way that addresses the key business problems their prospect is trying to solve?
If you coach your salespeople to execute effectively on every single customer interaction, you won’t have to worry about the number. The revenue will come. Best-in-class sellers are methodical about following their “mantra” with every customer. Every interaction with a new decision maker demands you reconfirm required capabilities and positive business outcomes. The entire customer engagement process is focused on creating and capturing value. The most effective salespeople trust the process and are disciplined about executing it.
It’s not about the scoreboard. It’s about how you move the ball down the field to the end zone. That's how you generate more sales revenue.
“Focus on doing your job every single day.”
Articulate value. Demonstrate your differentiation. Remember the customer.
