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With Blown Call, Jim Joyce Succeeds at a Sales Core Competency
| Guest post by: Dave Kurlan |
Article Overview: The certain perfect game is just like the sure things that your salespeople report. "We're gonna get this business - it's a slam dunk." Or, "Everything has been agreed to - just waiting for final approval." Or, "We're the only ones they're talking to - it's ours for the taking!" And then...it isn't.
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Free Download - Sales Courage and Resilience By Dave Kurlan |
With Blown Call, Jim Joyce Succeeds at a Sales Core Competency
If
you're a baseball fan, you've probably heard all about Jim Joyce's horrendous call that cost Detroit
Tigers pitcher Armando Galarraga a perfect game. It would
have been just the 21st perfect game in Major League Baseball history.
The worst part about this baseball tragedy was that the perfect game
was a sure thing! There were two outs
in the ninth inning when Galarraga induced a ground ball to first and
everyone in the park and watching on television knew that would
represent the final out of a perfect game. And that's when Joyce became
the focus of the game by calling the runner, Jason Donald, safe.
The
certain perfect game is just like the sure things that your salespeople
report. "We're gonna get this business - it's a slam dunk." Or,
"Everything has been agreed to - just waiting for final approval." Or,
"We're the only ones they're talking to - it's ours for the taking!"
And then...it isn't.
What hasn't been talked about quite as much
is what Jim Joyce did after the game. In the rarest of all events, he
apologized. Are you kidding? Umpires never admit they made a bad
call or got a call wrong. But Joyce said, "It was the biggest call of
my career, and I kicked the [stuff] out of it, I just cost that kid a
perfect game." Wow.
How many of your
salespeople take responsibility when they screw up? When they don't
learn about a competitor's involvement? When they don't learn how
little their prospect will actually spend? When they don't realize
they're being used simply to justify staying with the incumbent? When
they didn't uncover the compelling reasons to buy? When they didn't
question a put-off? When they didn't close a closable opportunity? When they
lost the business?
Taking responsibility is the start to
changing behaviors and outcomes. As long as your salespeople are
allowed to make excuses nothing will ever change. When you get your
salespeople to say, "My fault - I wasn't effective enough", things will
change because they'll be forced to ask the next question, "So what
could I have done differently?"
We know what Jim Joyce could have
done differently.
Lesson #2: Winning Does Not Matter When You Love The Game
Lesson #3: Create a Fresh Focus For Your Company
Lesson #1: Expect But Do Not Accept Your Regrets
Getting The Hole Story: How Joyce Came To Dominate The Donut
Lesson #5: Learn The Fundamentals of Franchising
The Donut King: The Early Years of Ron Joyce
Dollars for Doughnuts: Joyce Sweetens Things Up at Tim Hortons
From Farmers Wife to Successful Woman in Business
Lesson #4: Build A Brand That Can Stand On Its Own
Satisfaction and Success
PLANNING FOR SUCCESS – PART 2 – CLARITY IN YOUR BUSINESS
Commodity Value Proposition - An Oxymoron?
Simplicity and Elegance: Expressing Your Core Competencies
Salespeople Failing to Get Prospects to the Phone
Social Distractions: How Wasted Time Costs You Money and Business & How to Get It All Back
BEING THE BEST MEANS CREATING A SELF MANAGING CULTURE
PLANNING FOR SUCCESS – PART 3 – CLARITY IN YOUR BUSINESS (Continued)
Making His Golden Greeting: Joyce Hall is Born
How Well Do You Understand Your Organization’s Core Competencies?
Use Competency Assessments to Close Project Management Skill Gaps
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Visual Pipeline Predict Sales Turnover Salesperson Selection |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
The Value of Mentoring
- Successful mentor pairings (in case there was any doubt as to the value of mentoring):
1. André Ouellet (President, Canada Post) mentor to Mark Whalen (Urban Organics and winner, Young Entrepreneur Award)
2. Marc Lefrançois (President, Via Rail Canada) mentor to Jeffrey Campbell (Core Networks, Inc. and winner, Young Entrepreneur Award)
3. Donald Kendall (former CEO of PepsiCo) mentor to John Scully (former CEO of Apple)
4. Harland Sanders (the Colonel) mentor to Dave Thomas (founder of Wendy's)
5. Stuart Friend (KMart manager) mentor to Wayne Sales (CEO of Canadian Tire)
6. Jim Rohn (author, motivational speaker) mentor to Anthony Robbins (author, motivational speaker)
7. Robert Patterson (CEO, National Cash Register) mentor to Thomas Watson (founder of IBM)
8. Henri-Paul Rosseau (President, Laurentian Bank of Canada) mentor to isabel Rodriquez and Yves Besner (i4design and winners, Young Entrepreneur Award)
Update on profiles to come
- Here is a list of the upcoming entrepreneurs that we will be featuring. Thank you Kevin for the feedback!
Vera Wang
Magic Johnson
Joyce Hall
Wayne Huizenga
Martin Lindstrom (Toblerone)
Peter van Stolk (Jones Soda)
Re: Update on profiles to come
- [quote="Evan":3e19sx5g]Here is a list of the upcoming entrepreneurs that we will be featuring. Thank you Kevin for the feedback!
Vera Wang
Magic Johnson
Joyce Hall
Wayne Huizenga
Martin Lindstrom (Toblerone)
Peter van Stolk (Jones Soda)[/quote:3e19sx5g]
Just a quick fix:
Theodore Tobler (Toblerone)
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