“Spread right, Trips Z-pass 90, X-36, 99 Max protections, Z-option…on two.”

Imagine the complexity of sitting in one of the huddles with of one of the top Quarterbacks in the country.  Imagine trying to decipher the pass route, protection and coverage for an option route.  Now, imagine doing all that without reading the playbook?

Sounds like a daunting task doesn’t it? What if the competition was better prepared?  What if you were expected to win but lacked the preparation from the coaching staff, scouting team and trainers?  The prospect of getting embarrassed or risking an injury should be enough cause for concern. What would happen if you ran the wrong route? Used the wrong coverage or missed an assignment? Your failed preparation could cause the team to lose.    

Salespeople walk onto the blacktop field every day to play their biggest game.  The opponents come prepared, and adjustments need to be made often as the game plan evolves.  We are at a loss when the play doesn’t evolve as it was discussed. Instead of running an out, the coverage changes and the ball is thrown where only a defender can catch it.        

If you can’t run, block, tackle and catch…you don’t play.  Winning is a result when practice aligns with preparation.  Players don’t get into the red zone without knowing how to make first downs. Coaches spend hours focusing their team on the fundamentals of the game.  The fundamental skills are what separate the exceptional from the mediocre. 

In sales much like in football, understanding the basic skills are essential for success.  Practice, drilling and
rehearsal of the specific skill sets are critical.  The elite teams in any level of football are very efficient in every facet of the game. Those teams know what it takes to score a touchdown, kick the winning field goal or create a crucial turnover at the most opportune time.  Winning is a state of mind...unfortunately so is losing!