Friends, I went to the Eagles vs Geelong game in Perth last night..
Premiership Team on Top of the Ladder playing team way down the ladder..
It could have been a walkover but it wasn’t (thank goodness for the game, the spectators and in particular the future hopes of the team itself..)
But for me (as a coach, observer of team behaviour, student of high performance) sitting there (at times very frustrated) there were so many sales and training lessons I wanted to pass onto you this morning..
1. Its the last 10% that makes all the difference
The Eagles would work so hard to get the ball into the forward line. Then they would stuff it up.
Geelong would kick the ball in with surgical precision. The goal kicker would then execute a perfect kick for goal and finish the job off.
Geelong were masters of perfect delivery.
Clearly they valued perfect passes. Perfect kicks. Perfect execution of the skills.
In sales, it is the last 10% of the process you need to have down pat. Perfect drilled closes. Perfectly drilled objection handling. Perfectly drilled to have perfect execution of the skills under game pressure.
That is certainly a key focus in our Blue Rocket Sales Breakthrough Programmes.
You just can’t leave that last 10% to chance. You have to script it. Drill it. Re-drill it under pressure so you get perfect execution under pressure.
2. Put your Big Guns where you want BIG Results
With all this flooding and players running all over the place, at times the Eagles seemed to have no big guns down forward.
Each time Cox or Natanui or Kennedy were down there, at least they had a chance. And in most cases scored a goal.
In your business, do you have your Big Guns in the right places to kick goals?
If you need more sales, make sure your Big Guns are in Sales.
If you need more Leads, make sure your Big Guns are in Marketing.
Put your Big Guns where you want results.
Do a Blue Rocket Sales and Marketing Strategy Audit this week to make sure you have the right people in the right places.
3.You can’t kick goals if you dont get the ball to your goal kickers
The Eagles stuffed around with the ball on the wing and lost it.
Geelong passed perfectly up the field (check out Chapmans kicking on Youtube for a lesson in perfect passing) then kicked so accurately into the hands of their forwards it was beautiful to watch.
You must have a lead generation system that delivers leads into the hands of your goal kickers.
How perfect is your lead generation system?
Do you have a multiple source of leads or are you relying on just one source of leads?
Get the ball down to them so they can kick goals..
Use the Blue Rocket Sales and Marketing Audit template to make sure you are ticking all the boxes with your Lead Generation…
4.If you’re so scared of making a mistake, that’s exactly what you will do
At times last night the whole crowd were jeering at the Eagles passing the ball across the ground or handpassing so conservatively they ended up turning it over.
You could see they were so scared at losing the ball they eventually lost it.
It looked to me there was a KPI called ‘effective delivery’ and no-one wanted to be blamed for an ‘ineffective delivery’ on Monday morning at the team debriefing session.
The fear was palpable.
Message to coaching staff — reward direct, accurate kicking. Stop punishing ineffective kicking so much..
In your case, what are you rewarding and what are you creating fear over?
As the founder of the Quality Management Dr. Edwards Demming used to say ‘DRIVE OUT FEAR’
Fear can cripple you to a blibbering mess.
What is going on in your team culture right now?
Do you know?
Use a Blue Rocket Sales Team Perception Map to measure team fear, confidence, culture and opportunities for sales breakthrough’s.
5. Why take someone off who has just kicked a goal?
All this player rotation may have seemed like a good idea.
Sure the pace of the game has picked up. So if a player is puffed, exhausted, been running all over the place and needs a rest, take them off.
But if they have been down the forward line, done hardly any running, done one sprint, marked and kicked a goal, you don’t need to take them off.
Just when they have had a huge rush of positive energy, positive emotion, are in a peak performance state, they get dragged.
That’s like just making a huge sale and saying, ‘you’re going into the accounts department for a week…’
If your people have just done something terrifically, they’ve had a huge boost to their confidence, self esteem and self image.
That’s the time to anchor it, remind them how they can do it again, and again, and again..
In Sports Psychology its called THE PEAK PERFORMANCE ZONE…
If you’ve got a person in THE ZONE you don’t then say ‘lets get them out of that zone… they need a rest..’
If they’re in the zone, they want to stay there..
That’s when they’re going to keep deliverying goals and sales to you..
Have you trained your team in Blue Rocket Sales Psychology Science so they know how to consistently get into and stay in their SALES PEAK PERFORMANCE ZONES?
Anyway… enough of me..
Maybe this might get into the hands of the coaching staff at either the Eagles or Geelong..
I’d be interested in your thoughts and comments..