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Golf and Sales

Written by: Joe Ippolito

Article Overview: People see the world as they need to, not as it is....

Golf and Sales

Typically, when sales people are challenged to perform to a higher level because of changing market conditions or higher expectations of performance, they will paint a picture of "different conditions" to avoid any changes that might push them from their current comfort zones.

Let's pretend you play golf and shoot in the low 70's. All of a sudden you are transported to a different planet with all experienced golfers. In fact it is the only sport they play. But on this planet, everyone shoots around 90's, and the best golfer occasionally breaks 80. You tell them you shoot in the low 70's and ask, "with all the experience you have, why aren't you doing better?"

What do they say? They set boundaries and conditions around themselves by answering. That's impossible, that won't work here! We have been playing this game for years. As you demonstrate your swing, they say, "but we do that!" Then they say, "you don't understand, we can't do that with our balls, or our golf clubs, or on our courses".

Based on a belief that experience alone makes one good, they have deluded themselves into thinking they are the best, and don't believe there is a better way. Why? They face the implications that come with new expectations, accountability and increased performance.

As a sales leader have you prepared your sales team with an ongoing readiness to learn, grow and change? Or are you a comfort zone enabler by supporting their beliefs that since they are experienced it is indeed a tough market or increased competition reinforces their inability to try and improve performance.

It has always amazed me how professional athletes, including all-stars, regardless of experience, approach each season with training that focuses on the basics and a burning desire to improve. They never say, "we have experience, we have been playing this game for ten years, we don't need a manager, trainer or coach, we can't get any better than what we are, or were!"

What makes them the best, and allows them to stay on top of their game, is their own belief, that change and improvement is possible and necessary. Ask your self, are you leading change in you organization, or will change eventually lead you? By the way, what profession, has the highest per capita spending on golf lessons...... you're right golf pros!

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Article Tags: accountability, all stars, balls, belief that, boundaries, burning desire, comfort zone, comfort zones, enabler, game, golf clubs, golfers, nbsp, professional athletes, sales leader, swing, tough market



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