March 27, 2020

2 Reasons Why Every Sales Manager Needs to Watch More Basketball (And What They Can Learn From the Coaches)

If you’re a basketball fan, you know how complex the sport actually is. There’s so much more to it than just running around and scoring. 

The same goes for sales. People may see it as convincing someone to buy something, but there are many other things going on there. 

Like basketball coaches, sales leaders need to understand what it takes to win. Here’s what you can learn from the best coaches:

1.Tracking the Right Metrics

To the untrained eye, success in basketball is about the number of wins in a season. Of course, good coaches know that there’s much more to it. 

This is why they track statistics like shooting percentages, which further breaks down to 2-point and 3-point percentages with or without a defender in the player’s face. Number of rebounds which breaks down to offensive and defensive rebounds. 

And a whole lot more so that they can see the team’s shortcomings and try to overcome them.

As a sales leader, you need to do the same. Beyond the quotas, you need to look at different components of sales. Track pitching, closing, and other key things that drive sales success. This will let you perfect your team’s technique and boost the end result.

2.Be a Mentor

For many basketball teams, the coaches act more like analysts or strategists instead of mentors. 

Similarly, there are sales managers who forget the value of mentor ship. Rather than investing in team members, they try to find people who are already good at sales. 

But even the best of the best will fail if without the right leadership. Rather than just saying what needs to get done, don’t forget to help them improve.

If you’d like to learn more about what it takes to be a successful sales leader, see if you qualify for a free training session with Frontier Performance.