What Sergio Garcia Can Teach You About Selling
What Sergio Garcia Can Teach You About Selling
selling than he'll ever need to know.
But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very
instructive for you.
Instead of assuming everyone reading this newsletter knows Sergio Garcia - let me share a few factoids with you.
Sergio is a professional golfer. He's 29 years old, 5 ft. 10 in. and weighs 160 pounds. His nickname is El Nino.
He's won 19 golf tournaments worldwide including 7 on the PGA Tour. He has an extremely impressive Ryder Cup record
14-3-3.
Imagine someone asking Sergio if he would have liked earning $2.5 million more last year playing golf. I'm guessing he'd
say, "Sure - what would I need to do?"
Well, it turns out, if he had one less putt in each of the 18 tournaments he played, and made the cut during 2008 - he
would've earned an additional $2.5 million for the entire year.
He ranks 196th with his putting statistics - not good for a top ranked player.
The most recent statistics I could find had Sergio averaging 33 putts for each round of golf.
Each tournament, when the player makes the cut, usually includes four rounds of golf - weather permitting.
Let's do the math. On average he had 132 putts per tournament or 2376 putts for the 18 tournaments he completed.
It's hard to believe, but believe it - Sergio Garcia would've earned an additional $2.5 million last year - had he
recorded 18 fewer putts during the year. If he improved his putting by .008% he'd be a lot richer today.
Okay let's put this into a sales perspective. Sergio needs to do something less - one less putt for each tournament he
plays.
In sales, you need to do one more thing every week. Take a look at these numbers.
Let's start with 365 days a year.
Subtract 184 days - this includes weekend days, vacation days, home office days, sales meetings and sales training, sick
days and of course lost days. Lost days include bad weather, taking the day off before Thanksgiving, and the time
between Christmas and New Years etc.
That leaves you with 181 selling days. Let's assume you make five sales calls on every selling day. That equals 905 sales
calls in a year.
During the last 20 years, during my sales training programs, I've asked thousands of salespeople this question. "If your
company asked you to make one additional quality sales call every week - could you commit to doing it?"
It's been my experience over the years that 90% of all salespeople said they could do this.
So that would be an additional 50 sales calls per year.
When you divide 50 by 905 that equals a 5.5% increase in your sales call productivity.
Think about what kind of impact that would have on your selling results.
A minor adjustment with a big impact.
For Sergio Garcia to earn more - he has to have one less putt in every tournament he plays.
For you to earn more - you need to make one extra quality sales call every week.
Now think the unthinkable.
What would happen if you made two more quality sales calls every week?
Holy Moly!
What Sergio Garcia Can Teach You About Selling - To learn more about this author, visit Jim Meisenheimer's Website.
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Sergio Garcia probably can't teach you much about selling. As a matter of fact, you can probably teach him more about
selling than he'll ever need to know.
But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very
instructive for you.
Instead of assuming everyone reading this newsletter knows Sergio Garcia - let me share a few factoids with you.
Sergio is a professional golfer. He's 29 years old, 5 ft. 10 in. and weighs 160 pounds. His nickname is El Nino.
He's won 19 golf tournaments worldwide including 7 on the PGA Tour. He has an extremely impressive Ryder Cup record
14-3-3.
Imagine someone asking Sergio if he would have liked earning $2.5 million more last year playing golf. I'm guessing he'd
say, "Sure - what would I need to do?"
Well, it turns out, if he had one less putt in each of the 18 tournaments he played, and made the cut during 2008 - he
would've earned an additional $2.5 million for the entire year.
He ranks 196th with his putting statistics - not good for a top ranked player.
The most recent statistics I could find had Sergio averaging 33 putts for each round of golf.
Each tournament, when the player makes the cut, usually includes four rounds of golf - weather permitting.
Let's do the math. On average he had 132 putts per tournament or 2376 putts for the 18 tournaments he completed.
It's hard to believe, but believe it - Sergio Garcia would've earned an additional $2.5 million last year - had he
recorded 18 fewer putts during the year. If he improved his putting by .008% he'd be a lot richer today.
Okay let's put this into a sales perspective. Sergio needs to do something less - one less putt for each tournament he
plays.
In sales, you need to do one more thing every week. Take a look at these numbers.
Let's start with 365 days a year.
Subtract 184 days - this includes weekend days, vacation days, home office days, sales meetings and sales training, sick
days and of course lost days. Lost days include bad weather, taking the day off before Thanksgiving, and the time
between Christmas and New Years etc.
That leaves you with 181 selling days. Let's assume you make five sales calls on every selling day. That equals 905 sales
calls in a year.
During the last 20 years, during my sales training programs, I've asked thousands of salespeople this question. "If your
company asked you to make one additional quality sales call every week - could you commit to doing it?"
It's been my experience over the years that 90% of all salespeople said they could do this.
So that would be an additional 50 sales calls per year.
When you divide 50 by 905 that equals a 5.5% increase in your sales call productivity.
Think about what kind of impact that would have on your selling results.
A minor adjustment with a big impact.
For Sergio Garcia to earn more - he has to have one less putt in every tournament he plays.
For you to earn more - you need to make one extra quality sales call every week.
Now think the unthinkable.
What would happen if you made two more quality sales calls every week?
Holy Moly!
What Sergio Garcia Can Teach You About Selling - To learn more about this author, visit Jim Meisenheimer's Website.
Like this article? Share it with your friends
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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