Month: June 2016

The Game of Sales

the game of salesI’ve always enjoyed the game of baseball.  There’s something about its “simple complexity” that separates it from other ball or stick & ball contests.  Baseball is played at a slower pace than other sports and therefore might seem boring to some.  However, the strategic and tactical adjustments made during the course of the game make it extremely interesting.

Because baseball has no game clock, a team cannot win without getting the last batter out.  Rallies cannot be terminated with a whistle or constrained by time.  Both teams have equal opportunity to score the most runs and win the game.

Comparisons can also be made between baseball and your sales team.  The collection of manager, coaches and players function as a team, but the manager’s decisions and the players’ individual performances are uniquely and personally scrutinized.  Scholar Michael Mandelbaum makes the point in comparing baseball to other team sports:

“ … in baseball, by contrast, every player is more or less on his own … Baseball is therefore a realm of complete transparency and total responsibility.  A baseball player lives in a glass house, and in a stark moral universe … Everything that every player does is accounted for …”

And so it is with any sales team or organization – a collection of members with distinct strengths, weaknesses, experiences and perspectives bound together by a common goal or objective – all held individually accountable for specific responsibilities and results.  Consider the parallels between a baseball team and a sales organization.

  • The Coach – Successful teams have a leader that is an effective strategist and motivator. One that is held accountable with the same scrutiny as his/her team members.
  • The Challenge – Whether the goal is to win the Pennant or meet sales and revenue objectives, success depends on your ability to focus on the common cause.
  • The Comradery – Productivity soars with engaged team members and a common purpose. Clearly stated objectives and positive, consistent recognition of individuals are vital.
  • The Compilation of Statistics – One of the most interesting aspects of baseball is the compilation and analysis of individual and situational statistics. Accurate and relevant metrics are essential.
  • The Conquest – Nothing measures up to the feeling that accompanies a big win.

The College World Series is now concluded (congratulations to the Chanticleers!), but there’s still plenty of baseball to be experienced.  Make time to take in a game and ponder baseball’s “simple complexity.”  And contact us if we can assist with building your sales team into a winning organization.

Safe for Life

When it comes to employee recognition programs, none are more important or impactful as well-crafted, properly executed employee safety programs.  Keeping employees safe at work should be an essential part of any organization’s mission, and we are proud to play a role in assisting our clients with this important responsibility. June has been named National… Read more »

Recognition Made Fun

Designing and managing employee recognition programs is among the most enjoyable aspects of our mission. When employees are recognized for their efforts and achievements, engagement and culture are positively influenced – and we take great pleasure in witnessing the results. One of the more popular and enjoyable features of our recognition platform allows participants to… Read more »

Sales and the Performance Arena

A recent study conducted by the Incentive Research Foundation sheds some interesting light on rewards favored by incentive program participants.  It also describes the relationship and importance of certain “awarding dynamics” to overall program success. The physicality of the award presentation The visibility or notoriety gained by recognition among coworkers The inclusion of executive management… Read more »