Working on Your Game

By Mike Philie
In July 6, 2010

Almost all great, and not so great professional athletes have something in common…they work on their game to make subtle improvements that will yield competitive advantages over their opponents on the court, course, field or rink. OK, so as a sales rep or senior business leader, what aspect of your game are you working on right now? I know there’s no time or money in the budget to make this happen but that’s the number one reason I hear regardless of the situation. I was speaking to a client today and made reference to this indicating that most of us are like the guy who goes to play golf, rushes to get there, throws his shoes on in the parking lot and heads to the first tee. No practice during the week, no warm ups of any kind before the round. When he finishes with a big number he shakes his head claiming he just can’t understand why he hasn’t improved his game…uhm, wonder why.

Why it’s so hard for people to change their habits? Let me make an important point, if you’re doing great without any practice, warm ups or game changing thinking then congrats and keep it going. However, if you’re not experiencing the results that you want/need/have to have, then you may want to work on your game. Here are a few areas that you may want to consider*:

  1. What value can you bring to prospective customers that they can’t get elsewhere?
  2. Move towards more of a business focus, and less transaction oriented.
  3. Do a better job at sales forecasting.
  4. Place more focus on new accounts and less focus
    on farming current business.
  5. Work to stay motivated and focused in a long
    digital program sales cycle.

*Ideas from NAPL’s “Sales
Representative and CSR Compensation Study, Second Edition

Work hard and stay focused on the practice areas that will make your career better and who knows, maybe your golf game will improve as well.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

Leave A Comment