What Football and Sales Have In Common

Sales - Football


As I prepare to watch my formerly undefeated Arizona Cardinals play the Detroit Lions I had an epiphany. Football and sales have quiet a bit in common. Allow me to explain!

The Quarterback manages the game, calls the plays, reads the defense, adjusts (audibles) his strategy accordingly and is responsible for getting the team in the end zone for the touchdown.

Similarly, the Sales Agent manages his territory or book of accounts, every lead or dial is like a play in which he has only a few opportunities or possessions to capitalize on.

Each effective question is like a completion and the more questions asked the further downfield you get as well as expose the needs of the defense; I mean the customer!

Objections are like when the defense blitzes and attacks with pressure. The Sales Agent now has to respond quickly and neutralize the pass rush or risk being sacked, fumbling, turning the ball over and losing the sale.

The same way a good scoring drive in football requires a well executed game plan and a will to win in order to score a touchdown; it’s imperative the sale process be strategic, intentional and is performed with energy, enthusiasm and a sense of urgency if you ever want to put some numbers on the board!

Vince Lombardi once said “Football is like life, it requires perseverance, self-denial, hard work sacrifice, dedication and respect for authority”. Sounds a lot like sales if you ask me!

What other parallels do you see that football, sports in general and sales have in common?

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**The Real M.Mason**

A Sales Professional since 2000 but didn’t begin to see success till after 2007 when I declared, decreed, and claimed I would become an Elite Sales Professional and put all my energy and effort into that goal. Upon completion which included lots of trial, error and failure as well as patience, maturity and success I felt driven to share my journey with others and in 2013 joined the Learning & Development Team as a sales trainer for AT&T.

**Questions I’m Still Answering**

**Wheres the Energy, Enthusiasm and Sense of Urgency in sales reps?**

**Why do sales reps settle for mediocrity and complain instead of striving for excellence?**

**Why do we insist on using the same old worn out methods from times past instead of upgrading to strategies that fit the context of todays customer and marketplace?**

*How I Nerd Out*
I nerd out on text books, audio books, podcasts, inspirational/motivation speaking; pretty much anything related to growth and development.

*Things I Cant Live Without*
My iPhone, iPad, MacBook, headphones, Evernote, 15 minutes of meditation a day.

*People I Can’t Live Without*
My wife Michele, daughter Jayla and son Ashton.

*Key Contributors*
Grandfather who taught me the fundamentals of life. Basketball which taught me the importance of practice, repetition, and teamwork and a long list of authors that helped fill in the gaps.

*What Drives Me*
Doing everything I put my hands on with excellence. Motivating, encouraging, inspiring others to find and express the greatness that’s already within them. Mastery.