I know sports is an often over used reference for analogies and making points in the business world, but when I see a brilliant, even courageous example I’ve just got to share it.
Maybe you saw it too. It was the New England Patriots’ performance in the 2nd half of this year’s Super Bowl. (disqualifier: I’m not a Patriot’s fan, but I am a fan of winners)
Two things took place in the second half.
The first was something that was missing. Maybe you saw it too. Panic.
The Tom Brady-led offense marched down the field in typical, grinding Patriot fashion and scored. I think that drive took 7 or 8 minutes. That’s a lot of time off the clock. The defense then did its job. Then the offense marched down and scored again. And of course the rest is history.
Instead of panicking the Patriots committed to their process . The one that brought them to the dance. The one that has brought five rings for team Brady and Belichick.
There are two occasions where committing to a sales process pays off. One is when you’re down and need a comeback kind of year. Best to double down on the process. It’s really the only thing you do that you can control.
The other occasion is when you’re up and having a great year. Doubling down on your sales process prevents you from forgetting that effort, not luck will make you successful, year after year.
The second thing that took place at the Super Bowl second half was adjustments. Belichick didn’t do exactly the same game plan used in the first half because it wasn’t working in the first half. Adjustments were made within the process.
If your salespeople are struggling, you might need to coach to some adjustments, maybe related to target accounts, or messaging for sales calls, or even pricing strategies. But I hope you keep those adjustments within your sales process. Be sure your salespeople understand that’s what’s going on .
Author The Funnel Principle (buy it here)
Next book: Blindspots: The Hidden Killer of Sales Coaching