In Monday’s Inside Sales Leadership Corner I quoted Juan Manuel Fangio (the great Formula 1 driver) “To finish first, you must first finish.“
I asked sales leaders if they were helping their inside sales teams to tune up their skills just like cars are tuned up before they go out on the track.
Today I’m ask YOU to ask yourself how much time energy and effort are you putting into making sure the tools of your trade are tuned
If it’s practice, qualifying, or the race – both you and your car have to be ready! I could go into a detailed explanation of what goes into preparing a racecar for the track – then detail what drivers need to do to make a successful go of it. Yet I’m sure your eyes would glaze over unless you’re an enthusiast.
Instead I’m going to ask you to list ALL of the things you’d do before making the most important sales call of your career….
If you knew in advance, the next time you picked up the phone were that call.
Yet, the deal is you don’t actually know if your next call is practice, qualifying, or the race of your life.
Which is why in racing and in sales; we MUST be prepared at race level all of the time.
(oh yes, that is me back in 2009 on a test day
in the March Hare, mini Sprint… thank you for asking)