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Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
Sales and World Class Athletes
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Sales and World Class Athletes

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There are so many sports clichés sprinkled throughout the sales process that after awhile you start to wonder if salespeople are a bunch of Monday-morning quarterbacks and cheerleaders trying to …

There are so many sports clichés sprinkled throughout the sales process that after awhile you start to wonder if salespeople are a bunch of Monday-morning quarterbacks and cheerleaders trying to relive their glory days like Uncle Rico in Napoleon Dynamite.

But today’s top athletes, the ones winning the big bowl games and standing on the podium with medals around their necks, are changing the game. There are new rules for what makes an athlete successful.
Smart sales reps are using this new playbook to be more strategic, build lasting relationships and close sales faster than ever before.

Whether you are an athlete going for the gold, a sales manager or rep looking for a win, or even Uncle Rico reliving your glory days, there are new rules and strategies that will help you separate yourself from the middle of the pack and achieve top performance. If you want to change the game, you need to stop talking about change and set new goals – your own goals – for where you want to be when the buzzer sounds, the game is over and the champion is crowned.

BI WORLDWIDE applies the science of behavioral economics to design, communicate and reward salespeople for the behaviors and results that make your organization successful. We offer a number of solutions to help our clients drive results, including GoalQuest®, the only patented incentive solution in the industry.

www.biworldwide.com
http://www.biworldwide.com/en/white-papers/sales-channel-effectiveness/athletes-and-top-sales-people

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  • 1. What do World Class Athletes & Salespeople have in common? The answer might surprise you. Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 2. Sports clichés are sprinkled throughout the sales process. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 3. You may start to wonder if salespeople are a bunch of Monday-morning quarterbacks and cheerleaders reliving their glory days like Uncle Rico in Napoleon Dynamite. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 4. “Back in ‘82, I used to be able to throw a pigskin a quarter-mile.” —Uncle Rico BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 5. Today’s top athletes are changing t he game. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 6. Today’s top athletes are changing t he game. Here are a few new strategies smart sales reps can use in their playbook to build relationships and close sales faster. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 7. Don’t let someone else choose your goals. – Shaun White switched from soccer to snowboarding because there was less outside pressure (soccer moms). BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 8. Don’t let someone else choose your goals. – Find the path, vision and goals that fit your strengths even if they are a little extreme - and you will strike gold. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 9. Take an honest look in the mirror. – Successful athletes don’t take shortcuts. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 10. Take an honest look in the mirror. – Successful athletes don’t take shortcuts. – Ask yourself: “What shortcuts do I take every day that are leading me away from my goals and not closer to them?” BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 11. Don’t go it alone. – Gone are the days when a lonely athlete training in silence bursts onto the scene. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 12. Don’t go it alone. – Gone are the days when a lonely athlete training in silence bursts onto the scene. – Athletes have pit crews, trainers and coaches. The faster you build a team of marketers, legal and technical people around you, the sooner you will build your book of business. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 13. Be different. – At one time, the curveball, forward pass and the instant replay were nowhere to be found in the sports world. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 14. Be different. – At one time, the curveball, forward pass and the instant replay were nowhere to be found in the sports world. – Breakthroughs were developed by those who challenged and questioned current thinking. Are you thinking differently and going against the grain? BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 15. Stop trying to multitask. – Coach Herb Brooks of the 1980 “Miracle on Ice” USA men’s hockey team knew the power of focusing his team’s energy on one thing. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 16. Stop trying to multitask. – Coach Herb Brooks of the 1980 “Miracle on Ice” USA men’s hockey team knew the power of focusing his team’s energy on one thing. – Juggling many tasks may impress co-workers but focused performers achieve their goal. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 17. Bring on the competition. – Rivals like Larry Bird vs. Magic Johnson and baseball’s Yankees vs. Red Sox are notable not because there is a winner and a loser – but because there are two winners. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 18. Bring on the competition. – Rivals like Larry Bird vs. Magic Johnson and baseball’s Yankees vs. Red Sox are notable not because there is a winner and a loser – but because there are two winners. – Organizations that go head-to-head with the best-of-the-best emerge successful. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 19. Shut up already. – Some athletes love to talk! Strategies, goals, ideas, problems, plans, etc. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 20. Shut up already. – Some athletes love to talk! Strategies, goals, ideas, problems, plans, etc. – Save the talking for the celebration AFTER you achieve your goals – you will get there so much faster. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 21. Be picky – Have you ever argued about who is the best athlete of all time? You quickly find the debate switches to skills and if golf or NASCAR are really sports. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 22. Be picky – Have you ever argued about who is the best athlete of all time? You quickly find the debate switches to skills and if golf or NASCAR are really sports. – Take a look at your own strengths, be picky and determine where you have an advantage. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 23. Reward yourself – Lisa Jackson, author of Running Made Easy, has a training plan that includes rewards from treating yourself to a movie and spa days. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 24. Reward yourself – Lisa Jackson, author of Running Made Easy, has a training plan that includes rewards from treating yourself to a movie and spa days. – Rewards like travel and luxury items that you have a hard time justifying purchasing for yourself make great rewards for hitting your goals. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 25. Whether you are an athlete going for the gold, a sales manager or rep looking for a win, or even Uncle Rico reliving your glory days, there are new rules and strategies that will help move you from the middle of the pack to the top of the podium. BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  • 26. Read more about the similarities LEtES RLD-CLASS Ath WhAt DO WO AnD tOp pER E In COmmOn? ES pEOpLE hAv fORmIng SAL omics in behavioral econ f. current research Reward yoursel us all to work but strictly motivating paycheck brings reward. If you are The promise of a er for a non-cash re you reach iduals will work hard out of money befo run confirms that indiv rewards, you will ying buying for with only monetary a hard time justif yourself or your team ies that people have mon? e Easy”, has a beginner’s like travel and luxur e in com ning Mad your goals. Rewards g sales people havauthor of “Run ging on a spa Lisa Jackson, formin self to a movie, splur pers make the best rewards. ing your them letes and top selve ranging from treat rld-class ath includes rewards your goals. What do Wo training plan that l when you reach your favorite mea or simply enjoying for a win, or even ing day manager or rep look help you separate for the gold, a sales an athlete going training partners that help egies that will strat have Whether you are ance runners days, there are new rules andget a change the game, long-dist your glory y do you ce. If you want to iple coaches and cold-call achieve Uncle Rico reliving with a lonely pack and but rareltop performan for where you want skaters have mult figure middle of the process may start your support is essential own goals – further. The sales yourself from ,the l, product and marketing set new goals ,–the and lega ned. them push even Tech to stop talking about change r you build a team effort. neednical champion is crow ut a team you ionships. The fastee is over and the gam contract signed witho er -term customer relat sounds, the n, communicate and and building longto be when the buzz to sales success economics to desig ess. What do World-class athletes and ce of behavioral successful. We offer your book of busin E applies the scien your organization sooner you will build BI WORLDWID top performing sales people have the only patented results that make t® , in common? the behaviors and be found on the to salespeople for y were nowherets drive results, including GoalQues 4 Be different. ball, forwardrewardandWalterions to help our clienpresident, sales & channel engagement, instant repla ls who pass vice a number of solut ruckes,loped by individua were deve At one time, the curve pted 30 e breakthroughs the industry. in Bi WorldWide ting events. Thes tive solution vior. The forward pass was attem incen e we playing field in spor ing and beha a part of the gam tioned current think before it became challenged and ques ccessfully) sweeping changes ) and required (up to 30 times unsu s (against the rules at against the grain you time rently? Going ® everyone around you thinking diffe Quest , visit: raising the bar for know today. Are nt thinking? And answer might BI WORLDWIDE and Goal The n on surprise you. ? Challenging curre RLDWIDE.com There are For more informatio despite the odds il us at info@BI WO so many sports clichés sprinkled throughout y day? oalQuest or ema the sales process that after awhile you start to wonder if y opportunity – ever WIDE.com/G ever BI WORLD salespeople team. Coach lti-task. ey “Miracle on Ice” are a bunch of Monday-morning quarterbacks and cheerleaders trying 5 Stop trying to mu inspirational as the 1980 USA men’s hockthing attoa relive to achieve days like Uncle Rico in Napoleon Dynamite. time their glory are as e, ’s energy on one Few sports stories focusing his team time to play the gam and a“Back in ‘82, i used to be able to throw a pigskin a quarter mile.” the power of ’s a time to practice risks. Herb Brooks knew players know there and when to take - Uncle Rico best coaches and when to play it safe victory. The their emotions ute. They know h and when to let top athletes, the ones winning the big bowl games and standing on the and a time to exec mentally toug But today’s goals. a time to strategize know when to be achieve their importantly, they performers podium with medals around their necks, are changing the game. There are new And perhaps most orkers but focused ess co-w y tasks may impr rules for what makes an athlete successful. go. Juggling man like basketball’s Smart sales reps are using this new playbook to be more html strategic, build lasting petition. ce: petition. Rivalries Sour R2006020902 6 Bring on the com game is to takeMike. “Code Rad for American Snowboarder.”and close sales faster than ever before.115. on the toughest com Yankees relationshipsvs. Red 2006/02/09/A your 1. Wise, Madrid, baseball’sn/content/article/ The best way to raise tonp Barcelona vs. Real ost.com/wp-dy are two winners. son, soccer’s //www.washing – but because there are the new strategies that top performing players and coaches follow to http: Here Bird vs. Magic John a loser ul essf Larry winner and est emerge succ because there’s a achieve success: without the best-of-the-b Sox are notable not head-to-head with ever would nizations that go rm better than they Individuals and orga deeper and perfo 1 Don’t let someone else choose your goals. themselves to dig use they challenge beca Goals are highly personal and repeated research shows that top performers set the competition. their own goals. Shaun White, a top snowboarder and extreme sports icon, says, “I love to s everywhere. We soccer . playing 7 Shut up already Do Gap on playing fields and in meeting room stopped ers areold.”1 Hebecause of soccer moms. [They are] pretty intimidating to especially switched to snowboarding, where there was less outside an Lead our plans. eleven year e is a growing Sayour problems and Ther rsals.” When s, our ideas, pressure ce reve this trend, “preferen and he could follow his own path. Understanding that your organization goals, our strategie call talk about our ve higher vioral economists us needs to achie than they act. Beha or what will motivate to set goals is important but don’t let those goals hold you back or intimidate our story likely to talk more ’s best for ourselves we changethe vision and the goals that fit your strengths - even if they are ns, you. Find the path, we believe what al performance begi ve your asked, we will say stops and the actu a little extremeachie you will strike gold. n after you - and when the talking for the celebratio performance – but Save the talking pletely different way. 2 Take an honest look in the mirror. s and ACT in a com much faster. d State will get there so How many people| do youKingdom | Unite goals – and you rica United know who go through life almost completely on auto| India | Latin Ame an da | China pilot? We find yourself in | Australia | Cana will quickly use heuristics to make most of our decisions for us. Heuristics are defined sport? 8 Be picky. BIWORLDWIDE.com athlete of all time is and you as mental shortcuts y–awe couldn’t get through the day without them. But they often golf reall nt on who the best to master and is are harder play. Try to gain agreeme keep usGAM E theythe same direction. In the book “The Art of Thinking Clearly,” is and which skills T heading in will what the criteria first decide WHA argument about an advantage is the best – they Rolf Dobelli lists 99 biases and errors in thinking that can lead to unproductive worry about WHO we perceive we have Top performers don’t we will succeed when and determine behavior and failure. Ask yourself: What shortcuts do I take every day that are yncratic fit suggests: strengths, be picky at your The concept of idios leading me away from my goals and not closer to them? rtunity. Take a look ors in a given oppo over our competit go for it. advantage. Then 3 Don’t go it alone. where you have an Gone are the days when a lonely athlete, training in silence, bursts onto the scene to break a world-record and capture the world’s collective emotions. It might work in Hollywood but not in reality. NASCAR drivers have their pit crew, skiers and 9 between world class athletes and top salespeople by downloading our article. BI WORLDWIDE.com ©BI WoRlDWIDe™ 2013 | Proprietary & Confidential Australia | Canada | China | India | Latin America | United Kingdom | United Sates | BI WORLDWIDE.com
  • 27. Follow us... BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement with their employees, channel partners and customers. Australia | Canada | China | India | Latin America | United Kingdom | United States

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