I was asked this question at a recent seminar. It is a question that comes up a lot. In many sales organizations, one may see former athletes in sales roles, and wonder if there is a connection. In my experience, there is.

If you have ever considered yourself an athlete, then you know how it feels to show up at practice regardless of the weather, your mood, or any minor aches and pains you might have.

If you have ever considered yourself an athlete, then you know how it feels to work on the same fundamental skills again and again, never getting bored, but rather working towards execution with a Zen-like state of mindfulness and physically coordinated harmony.

In sales, the parallels are clear. Salespeople tend to be most successful when they have a disciplined process to follow. If, like a disciplined athlete, the sales person can show up every day, rain or shine, happy or sad, tired or energized, and just execute, results come.

Athletes and sales people have set backs. Executing with discipline is not the same as winning every time. However, those who show up, practice hard, play harder, learn from their mistakes, hone their skills and execute consistently along a proven yet flexible process do tend to win more than they lose.


Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!