Just a few days ago, there was an English Premier League clash between Everton and West Ham. Guess what?
Someone took a picture of Everton goalkeeper’s water bottle and found names of his opponent’s penalty takers. The ‘cheat sheet’ shows the previous attempts, with a green marker indicating a goal and a red circle showing a missed shot.
So, what has this got anything to do with business or sales?
The inconvenient truth is….. Managing a sales team is very much like coaching a sports team.
The role of the business or sales leader is not to close sales. But to develop the right process and people to grow the sales.
As a business or sales leader, your role is to strategize, create systems, and choose the right ‘sales players’ for the game.
Besides playing the role of the strategist, it is your role as a tactician to provide ‘cheat sheets’ to your salespeople to ensure that they can close easier, faster, and bigger deals.
And this is why I always emphasize that in order to close a sale, you need skills. But in order to scale your sales, you need scripts.
At the end of the day, success is 20% skills and 80% strategy. You might know everything about selling. But more importantly, what is your exact script at every step of the sales process?
That’s the key!
Looking forward to catching up soon!
Jonathan Quek