Some popular products seem to sell themselves, but the reality is the success began with a process. The same is true in the business of professional sports, a $60 billion-a-year industry where some franchises grow into monster brands. Sales managers in many industries sometimes use sports themes in their coaching -– competitiveness, dedication, strategy execution, etc. And as someone who has trained the sales teams of major sports brands, Lance Tyson sees what often separates the winners from the losers.
“The problem with selling today is there’s no home-field advantage,” says Tyson (www.tysongroup.com), President and CEO of Tyson Group, a sales training, coaching and consulting company and author of Selling is an Away Game: Close Business and Compete in a Complex World. “The selling game takes place in the buyer’s mind. As the salesperson, you have to determine how much the potential buyer knows or doesn’t know. And even with all the technology, it’s never been more competitive; there are more salespeople interacting directly with customers than ever before.”
Tyson offers four concepts to consider when coaching your sales team on today’s more complex playing field:
“There’s plenty of room for a salesperson’s creativity and a customer’s need for tailored solutions,” Tyson says. “At the same time, you can use that process repeatedly to provide solutions and compete in a complex world.”
About Lance Tyson
Lance Tyson (www.tysongroup.com) is President and CEO of Tyson Group, a sales training, coaching and consulting company listed among SellingPower’s Top 20 sales training companies of 2018. He is the author of Selling is an Away Game: Close Business and Compete in a Complex World. Among Tyson Group’s clients are many professional sports teams such as the New York Yankees and Dallas Cowboys. Tyson was a franchise owner of Dale Carnegie operations in the Midwest and drove them to 230 percent growth before starting his own company. He conducts over 100 workshops annually in areas such as performance management, leadership, sales, sales management, customer service, negotiations and team building.
A key part of any CEO’s or entrepreneur’s role is to make the “right” decisions, and then ensure they are enacted to advance the business. Yet their decisions and actions often miss the mark, frustrating the achievement of their aspirations. It’s the voice in their head and other invisible factors at work.
“All CEOs and entrepreneurs have habits, beliefs and motivators – such as fear – that affect what they do, often unconsciously,” says Mark E. Green, a speaker, coach to CEOs and author of Activators: A CEO’s Guide to Clearer Thinking and Getting Things Done (www.Activators.biz).
Green says these “hidden growth killers” interfere with a business leader’s ability to make optimal decisions and then see them through via day-to-day choices and actions. “This is why leading your business feels challenging, frustrating and even maddening at times despite the fact that you generally know what to do and how to do it,” Green says. “Your motivators, habits and beliefs influence how you think and act.”
Any CEO or entrepreneur who ever put off having a critical conversation or justified retaining a poor-performing employee has experienced their own “hidden growth killers” in action. And it’s not just those at the top who are susceptible. “Motivators, habits and beliefs operate similarly in the minds of your leadership team and every other person you employ,” Green says. “The cumulative cost is staggering.”
Fortunately, he says, there are research-backed techniques to counteract the “hidden growth killers” and more consistently align our decisions, choices and actions with our ultimate aspirations. Just a few of those are:
Green cautions that no matter how deliberate you are in your efforts to improve, even the most seasoned CEOs make mistakes and experience setbacks. “Remain purposeful and take it in stride,” he says. “In the marathon you’re running to scale your business, your willingness to stretch and grow, to do the work and to stick with it are what really matter.”
About Mark E. Green
Mark Green, author of Activators: A CEO’s Guide to Clearer Thinking and Getting Things Done (www.Activators.biz), is a speaker, strategic advisor and coach to CEOs and executive teams worldwide. He has addressed, coached and advised thousands of business leaders, helping them unlock more of their potential and teaching them how to do the same for their teams. He is a Core Advisor to Gravitas Impact Premium Coaches