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Give your sales people a sporting chance

By Grant Leboff (January 2008 Issue)
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It may sound strange but there are considerable similarities between the world of sport and the world of sales. Both are performance arts that are ultimately results-orientated and where those who under-perform are quickly identified. The result is that both sports professionals and sales people operate under considerable pressure. It is what we achieve on the day that counts, no matter how much potential we have, or preparation has been undertaken.

However, for sales directors and sales managers, the way they approach sales training could not be more different from their coaching counterparts in the world of sport. Even the most successful sports men and women, such as Tiger Woods and Paula Radcliffe, constantly train. They recognise that without consistently working on different areas of their discipline, they cannot stay at their peak.

Compare this to the world of sales, where there are very few who take a similar approach.

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