Sales Training Lessons from Gary Ablett Jnr and the Adelaide Crows
I was watching the pre game analysis on TV while I was having my muesli this morning..
It was the AFL Gold Coast v Adelaide game..
(Now before you Rugby and Soccer fans turn off.. hear me out.. there are some valuable lessons in here..)
I’ve been watching football on TV for over 30 year but this morning there were two very interesting things I’d never seen before..
Both have great relevance to your success in business
What’s Your Business Heat Map?
One of the things that really got me was this thing called ‘The Heat Map..’
Sales Training Tip: Map Where you Spend Your Playing Time
The commentators were talking about how the great champion Gary Ablett Jnr had changed his playing style over the past couple of years.
They said a few years ago he spent more time in the back half, the defensive half of the field, whereas now he was spending more time in the forward half..
They then showed a map of how that had changed.
They had a statistical analysis, a map, of where he spent the least and most of his time on the field.
The more time he spent in an area, the redder (hotter) it was.
(To find out more on this go to the link I have put at the bottom of this article.)
Wow…Coaches Can Measure Where Players Are At Any Time..
That really struck me.
How sophisticated the game is getting now..
And this all comes because all players now wear a GPS tracking device in the backs of their jumpers.
Coaches can now measure where they are at any point in time on the field, how far they run, how fast they run at any point in time and even how hard the bumps are they get.
Based on the collection of that data, they can then develop the ‘heat maps’ and give players feedback on where and how they should be moving.
So what’s this got to do with you?
Coaching Questions for You in Your Business
- What would your personal heat map look like?
- What would your Sales Team’s heat map look like?
- Where do you spend the most of your time?
- Where are you moving to or moving from?
- How fast are you moving?
- What contacts (bumps) are you making?
- How hard are you making those bumps?
- What is the quality of the contacts you have?
- Are you tackling to give you the best possible outcome?
If there was a GPS device on you, tracking your every move and action, what would your map look like at the end of each day or week?
By the way, these questions are really questions to self for me to be asking myself, as much as they are to you..
Pre Game Resource State – How to Use the Video of the Mind
The second thing I saw which was very interesting was this..
In the Adelaide rooms before the game, as the players were stretching and warming up, was a huge projection of video of them playing football.
The commentators said that the video being played were all moments, clips of actions and plays the coaches wanted them to be repeating out on the field in the game today.
The video was
- role modelling the plays the coaches wanted the players to repeat
- getting players to recall and be in the resource state, emotional state, they were in when they had done those plays
- motivating the players into peak playing zone
- setting a tone, vibe, energy, vibration in the rooms to optimise performance
Over the years I have led a pre game visualisation with many sporting teams where I get the players to recall the best game they have ever played.
It’s had incredible effect.
We have won several premierships and created several incredible wins doing this exercise.
The movies we allow to play in the most powerful theatre in our world – the one between our ears.
I have put a link to an interview with Dr Maltz at the bottom of this article for you.
What’s this got to do with you as a business person?
Sales Training Tip: Your Emotional State can be the Difference Between Winning and Losing
The emotional state you leave home in the morning can be the difference between a winning day and a losing day.
The emotional state you are in before you go into a sales situation can be the difference between winning and losing.
The emotional state you are in before a performance review, team meeting, presentation or customer briefing session can be the difference between great success and average success (or even failure).
What were some of your best days ever in business?
What were some of your best sales results ever?
What were some of your best presentations to potential customers?
What were some of your best team meetings?
Recalling your best, soaking and bathing in those memories, puts you back into the very state that helped you create those memories.
Sales Training Tip: Use Your Resource States
That’s why they’re called ‘resource states’.
Because they’re great resources.
What movies should you be playing this week in your theatre???
Make them ones that help you be a best seller…
A record breaker..
Hope this helps..
P.S: Adelaide won by 28 points and had control of the game by half way through the second quarter
See here if you’re interested in the detail
P.P.S: Here is an article in the Herald Sun explaining the Ablett Heat Map in more detail
P.P.P.S: Interview with Dr. Maltz – CLICK HERE