I can't help but compare Tiger Woods and Phil Mickelson to selling. Tiger Woods came in second place at the Tour Championship, yet walked away with $10 million as the FedEx Cup champion and $800,000 for his second-place finish. Phil Mickelson walked away with $3 million for the FedEx Cup and $1.35 million for winning the tournament. The comment by Phil was "Let me get this straight. I shoot a 65 and win $1.3 million and Tiger shoots a 70 and wins $10 million?" That's right. Tiger was consistent over time. Phil had a great day.
How many Tigers do you have in your organization? How many Phil’s? How many struggle to make the cut?
Think about your salespeople, (or yourself, if you're a salesperson). Does your salesperson, or you, close the sale, 7/10 times, or do they score big every once in a while? Which would you rather have? What are you willing to invest, if anything, to get it?
Selling is a process and like golf -- Read on at C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut