September 03, 2019

3 Things a Successful Sales Team Has in Common With the Top Sports Teams

There are successful sales leaders who treat their teams like sports teams. You can see similarities in goals, values, and techniques.

Take one step back and you’ll see that it’s possible to know more about sales from watching sports and especially what the top teams do to succeed.

  1. Attention to Detail

Whether it’s team or individual, small details can make a lot of difference in sports.

A simple formation tweak can go a long way and sometimes be the difference between a win and a loss.

This readily applies to sales. Changing a few words here and there in your pitch can decide whether you’ll close the deal.

Break down your technique into small segments and think about what you can change or tweak. Look hard enough and it’ll all become clear.

  1. The Weakest Link

A team is as strong as its weakest link, be it a sports team or a sales team. Remember this if you want to have a team full of A-grade salesman.

Promoting healthy competition is a great way to accomplish this. 

Aside from competing with other teams, the team members should also compete with one another. Chances are those who need to grow and improve will find room to better themselves.

If you create a competitive atmosphere, you’ll be able to set high standards within your team. 

  1. No Room for Complacency

It’s important to celebrate huge wins. But you must never get too comfortable.

When LeBron James won the NBA MVP award and championship with the Miami Heat in 2012, he could’ve easily taken a break and enjoy his success.

But the very next year, he led his team to another championship and had himself another MVP season.

Even if you’re happy with the results, make sure to keep working and leave cockiness behind.
August 29, 2019

Counterintuitive Thinking Can Lead to a Winning Sales Team

There will come a time in the life of a business when the principals have to challenge the prevailing ideas and methods.

Most business processes come with an expiration date. You don’t want to be one of those stuck behind worn-out ideas. It’s perhaps even more true in sales.

Yet, I see this a lot in the sales industry. The rules of the game are changing on a regular basis. That’s why it makes sense to not think like everybody else.

Here are two lines of thought that are worthy of your attention.

  1. The ‘No’ Paradigm

For the longest time, a salesperson’s biggest challenge is in objection handling. There’s a whole field of study around the art of turning a no into a yes.

However, if you’re still doing this, it might be time for a mindset shift.

Progressive companies understand the difference between a sales call and a fit call. They also focus on the latter.

Not every prospect will be a good fit. You’ll have to be selective and pick only those whom you want to work with.

Being desperate can easily affect your reputation. 

Remember that you can’t be everything to everyone, which you shouldn’t even try. You can only provide exceptional services to select groups of people. 

You want to be the one who knows how to solve the right problems. That’s how you get people excited to work with you.

  1. Growth Drivers

Many people equate sales to numbers. They spread as wide as possible to land as many sales as possible.

If you really think about it, wouldn’t it make sense to go deep instead of wide? Building relationships with your current clients can ensure stable long-term growth.

Nurture those who have put their trust and money in you. You’ll often find that it works much better than focusing on getting new clients.
August 28, 2019

3 Inspirational Quotes about Business and Innovation from Sergey Brin

Google doesn’t need an elaborate introduction. And co-founder Sergey Brin is one of the richest and most influential people in the world. 

With its outsized contribution to the world community, many people can’t imagine going through life on a daily basis without Google.

Let’s pick the brain of the man who made it possible and see what he has to say about business and innovation.

  1. ‘Obviously everyone wants to be successful, but I want to be looked back on as being very innovative, very trusted and ethical and ultimately making a big difference in the world.’

If what you do doesn’t have a positive impact on those around you, your business probably won’t thrive in the long run.

There’s little room for selfishness in today’s business world. You need to provide a ton of value to those whom you encounter. Your success will be one of the many benefits out of this.

  1. ‘Once you go from 10 people to 100, you already don’t know who everyone is. So at that stage you might as well keep growing, to get the advantages of scale.’

It’s not uncommon for your business to outgrow you. That’s when you have to take care against losing control over the business.

There will come a time when you have to catch up. Your growth should be steady and carefully thought-out, It’s not something that you can put on autopilot.

  1. ‘We saw that a thousand results weren’t necessarily as useful as 10 good ones’

Salespeople need to pick their battles wisely. Or you risk putting too much energy into something that’s not worthy.

You can avoid that by identifying the things that will have the biggest impact on your growth. Focus on those over everything else.
August 27, 2019

How Novak Djokovic Views Success (And 2 Tips Salespeople Need to Know)

Novak Djokovic made history as one of the best tennis players in the world. Decades of hard work stand behind his success.

Despite having been on top all this while, he’s still working as hard as ever.

Djokovic believes that there isn’t a one-size-fits-all strategy when it comes to success.

Everyone has their own set of strengths and weaknesses, and success is all about identifying your full potential.

Salespeople can learn a lot from Djokovic. He’s managed to thrive in an environment that resembles that of sales.

Here are two tips for all salespeople:

  1. Hold Yourself Accountable

To push through hardship that you’re certain to encounter along the way, you need to know that you’re in control.

For Djokovic, he always inspects his own mistakes instead of trying to pin the blame on others.

This ensures that he can continue to better himself. What’s more, it minimises the stress of feeling helpless, which can crop up if you think it’s everybody else’s fault.

Whether it’s a dry spell or any other sales slump, look in the mirror before you look for an excuse. In a majority of cases, there will be something that you can do to improve your situation.

  1. Embrace Failure

Like any other successful athletes, Djokovic knows and acknowledges the importance of failure.

Instead of obsessing over failure, look at it as an opportunity to learn something new and develop a thicker skin.

Djokovic stresses that you shouldn’t be afraid to fall on your nose. This can be a wake-up call for pushing yourself harder.

Figure out what caused you to fail. Remember it and try to learn as much as you can from your mistakes.
August 26, 2019

3 Secrets Your Sales Team Can Learn From Sports

There are a number of overlaps between sports and sales. 

The mindset, in particular, may be common in both.

As a salesperson, you need to rewire your brain to focus on success. You shouldn’t force it but allow it to come naturally.

Here are some of the best sports lessons that can help to build this winning mindset:

  1. Practice Makes Better

Practice makes perfect may apply to playing a musical instrument but not in fields where you have to go out and win all the time. If you believe you’re perfect, you’re not pushing yourself to become better.

It’s progress that counts at the end of the day, which you can achieve via practice.

Much like athletes need to get their body and mind into shape, your sales technique needs to keep advancing.

So, pick a few things to focus on and look for areas of progress.

  1. Measure Your Success

Speaking of improvement, how do you know if you’re getting closer to success?

By tracking the right metrics.

Sports teams focus on an array of things pertaining to their sports and performance, which they measure with stats. Some more important than others 

You’ll want to do the same. What are your sales KPIs? Identify your sales goals and create the right tracking system for them.

  1. Embrace Change

To this day, Roger Federer is right up there in any discussions of the best tennis players in the world. He’s been around for a long time but continues to get the better of those far younger than him, which isn’t common in the game

This is possible thanks to all the changes that Federer has made to his technique. 

As a salesperson, you need to be on the lookout for innovation in all the areas of your job. Even minor changes in your technique can make a big difference.
August 23, 2019

Michael Dickson – The NFL Punter Who Can Teach You How to Change the Game

Have you heard of Michael Dickson?

Those who follow the National Football League in the United States know exactly who he is. The boy from Sydney has made a name for himself in the sport because of his phenomenal kicking ability.

Players like Dickson inspire me because they’re able to rise above the competition and achieve amazing things.

And he’s gotten me thinking about game changers.

Dickson’s kicking ability is a game changer. But what does the term mean in a sales context?

Disrupting the Playbook

Dickson specialises in punting the ball.

As a strategy, punting’s been around for as long as the game of American football. It’s a cornerstone of the game.

And it’s become very predictable.

Teams have entire playbooks dedicated to both sides of the punt formation. That means they’re ready to deal with what’s going to happen.

But the playbook goes out of the window when it comes to Dickson. He’s such an unpredictable force in the game that there’s no way to anticipate exactly what he’ll do.

He’s a game changer because he’s literally changing how players approach defence in the NFL.

Here’s what you need to appreciate. As a player, Dickson’s essentially disrupting an industry. He’s doing something that’s forcing others to evolve and adapt to his approach.

They haven’t yet, which is why he’s so far ahead of the punting pack right now.

As a salesperson, you can do exactly what he’s doing. You have the ability to disrupt your entire industry.

Let’s say you work in real estate. You’re probably working from the same scripts now that salespeople worked from 20 years ago.

You know the game needs to change.

But there’s a difference between recognising the need for change and actually making a change.

Michael Dickson has put a change into action. He’s open to playing football in brand new ways.

Take the same approach in sales. Do something different and make yourself stand out.
August 22, 2019

The Importance of Growth in Sales and Beyond – Larry Page’s Thoughts on Change

As the founder and CEO of Google, Larry Page is one of the world’s most powerful people.

He’s created a technological dynasty that’s the envy of millions.

But what you may not realise is that he has plenty to teach you about how to be a better salesperson. While he may not work in sales directly himself, Page is part of an industry that’s constantly evolving.

The fast pace of the tech world puts him and the team at Google under constant pressure.

And it’s the same sort of pressure that you face every day in sales.

You need to come up with new ideas and access your creativity to hit targets. You strive to improve every day so you can reach new heights in your career.

Larry Page shares that same drive. And he says that there’s one thing that’s extremely important if you’re looking to grow and improve.

Embrace the Uncomfortable

Page does world-changing work with Google. According to him, there’s something you need to do if you’re going to make changes on that scale:

“What is the one-sentence summary of how you change the world? Always work hard on something comfortably exciting.”

That advice is just as relevant for a salesperson who wants to change as it is for a major entrepreneur.

All changes require you to embrace something uncomfortable. You’re taking on a risk and moving away from what you’ve been for a certain amount of time.

It’s a scary thing. And it’s likely that you’ll have misgivings along the way.

But if you’re to truly change your behaviour so you improve your approach to sales, you have to embrace that discomfort.

Don’t let it dissuade you from making the changes that you have to make.
August 21, 2019

Tennis and Sales Lessons from the Big Four

The big four of tennis have certainly made their mark on the sport. One could argue that they’ve ushered in a golden age for the game.

Their success can help you to develop your skills in sales.


Here are four lessons from Tennis’ Big Four.

Roger Federer – Keep Learning

Federer is the most successful player that the men’s game has ever seen. He puts that success down to a constant drive to educate himself.

In an interview with the Roger Federer Foundation, he said:

“Education gives you a great opportunity to learn in life. It’s good for your health…There are so many good aspects to it.”

When you dedicate yourself to learning, you become equipped with the tools you need to break negative behaviour patterns.

Novak Djokovic – Be Persistent

Perhaps one of the game’s most naturally-gifted players, Djokovic points to persistence as the key to success.

When asked about how tennis helped him to thrive under pressure, he said:

“I believe it made me resilient. I never give up and when I promise to do something, I stick to it.”

Mental resilience is the key to overcoming the setbacks that you’ll experience in your career.

Andy Murray – You Need Willpower

The thing that separates the Big Four from everyone else is their dedication to success.

As Andy Murray puts it:

“I don't play in any tournaments to come second best.”

If you’re only shooting for “good enough”, you’ll never excel in sales.

Rafa Nadal – Win the Battle With Yourself

Anyone who’s had a bad day knows how harmful creeping self-doubt can be.

Rafa Nadal knows that the mental side of success is as important as the physical. He says:

“I am the only player who can beat me.”

When you master your mind, you can master sales. You’ll develop their behaviours that help you to succeed.
August 20, 2019

Overcoming Obstacles in Sales and in Life – Learn from the Arsenal Women’s Team

While the women’s soccer game may still be in a development phase, it’s already producing some truly inspiring teams.

Arsenal’s women’s team may be the cream of the crop.

Since 1987, they’ve amassed over 50 honours and championships. That makes them the most successful women’s team in the game today.

I’ve always said that great sports teams and great sales teams are very much alike. Here’s what you can learn from the Arsenal women’s soccer team that will improve your sales performance.

Lesson #1 – Focus on Development

As a sales team leader, you’re responsible for ensuring every member of the team achieves a certain standard.

That’s a somewhat mechanical way of putting it.

What I mean is that every member of your team’s looking to you for development opportunities. That’s especially the case for the newest members. They need to learn the behaviours and mindset that will lead to success.

The Arsenal women’s soccer team understand this. That’s why they have one of the best training academies in the UK. Their Player Development Programme focuses on teaching both skills and behaviours.

In doing so, the club plays a part in developing the next generation of great players. And of course, the team itself benefits from these efforts.

Lesson #2 – Leave Ego at the Door

Arsenal’s star player is Vivianne Miedema. The Dutch striker broke record after record in the 2018/19 season and she’s seen as the biggest star at the club.

But she recognises that it’s not all about her.

Vivianne says:

“I think as a footballer you always want to be the best, but I don’t really care about individual prizes. Right now I’m focused on winning trophies with Arsenal.”

Vivianne checks her ego at the door and works hard to support her team.

That’s an attitude that you need to ingrain into the superstar players in your sales team.
August 19, 2019

Two Science-Backed Tips to Boost Confidence in Sales

The more you develop your thinking, the more confident you become.

That’s a core philosophy behind what we teach at Frontier Performance. But you might also think that it’s a little vague.

Confidence is one of those intangible things that are difficult to quantify. You may feel like you either have it or you don’t.

Dedicating yourself to learning is a great way to boost your confidence.

However, there are several other ways that you can do it.

Tip #1 – Give Yourself Positive Messages

Don’t look for affirmation from others that you’re doing a good job.

It’s crucial that you believe in yourself before you try to get others to believe in you. A research study from the Personality and Social Psychology Bulletin highlights this.

Researchers from the University of Toronto created two groups. One has to write down their most positive traits in regards to negotiating. The others wrote down their most negative.

The researchers then placed the participants in negotiation situations. They found that those who wrote the positive messages performed better.

Give yourself a little affirmation every once in a while. Focus on what you’re doing well so you get that all-important confidence boost.

You can confront what you need to improve later.

Tip #2 – Surround Yourself With Positivity

Negative people drain you.

We’ve all experienced this. When you find stuck with someone who never seems to have anything good to say, you start feeling negative yourself.

Research from the Canadian Institute for Advanced Research highlights this issue further. They found that having a large network of positive friends has an impact on your self-esteem.

You’re not looking to these people for affirmation.

Instead, the people you surround yourself with must exude positive energy that you hope to bring to your career.