May 02, 2019

The 1992 Dream Team – What Sales Teams Can Learn From Them

Have you heard of the 1992 Dream Team?

It’s the moniker that the United States basketball team earned during the 1992 Summer Olympics. The team contained some of the most talented players of the era, including Michael Jordan and Magic Johnson.

They destroyed the competition.

But how does this apply to you as a salesperson?

Surprisingly, the Dream Team can teach you a lot. Specifically, they show us how checking your ego can make sales teams more effective.

Check Your Ego

Almost every single member of the Dream Team was part of basketball’s elite. Importantly, they typically competed against one another, rather than alongside each other. It was only under the auspices of the Olympics that these great talents came together.

Combine talent with a competitive streak and you have ego.

Each member of the team had a large ego, which they could justify through their individual achievements.

Allowing those egos to run rampant would have destroyed the team. You can have a group of great individuals who just can’t work together to achieve a goal.

Perhaps you’ve seen this in your own sales team. Maybe you’re the leader of a team of talented individuals who can’t seem to come together to achieve more.

Ego is the culprit here.

An out of control ego is actually a fearful response. Hyper-competitive salespeople use their egos to protect them from the idea that someone may outperform them.

They’re so scared of “losing” that they prevent others from succeeding.

In a team environment, that’s catastrophic.

The Dream Team succeeded because egos didn’t get in the way.

Think about how that applies to your sales team. Do you have people who can’t see past their own ego to work out where they slot into the team dynamic?

If so, you need to work with them to help them to understand what each person contributes to the team.