Can Your Sales Team Win The Super Bowl?

November 7, 2019

Football season means many things for people: some will experience satiating victory, others will fall victim to devastating heartbreak, and we will all miss Ed Hochuli’s biceps. Football is America’s crown jewel of athletic entertainment, but it is also a beautiful representation of teamwork. Let’s discuss what your sales team can learn from your favorite gridiron gang. Yes, even Bengals fans can learn a thing or two.

To have a successful sales team, you need strong components that work together in cohesion for a clear, common goal. As you read, determine how your sales team stacks up in football terms.

Quarterback: This is your field general. He executes the overarching gameplan and makes the necessary adjustments as he evaluates the roadblocks that sit in his team’s path. His team relies on him to direct each player to the position most likely to achieve success. In the office, this should be your manager. Rather than simply gathering and distributing sales reports, this individual needs to reinforce your organization’s strategy and help others achieve their full potential. In other words, don’t let Ryan Leaf manage your sales team.

Running back: Your running back is your workhorse. He does a lot of the legwork that drives the team forward and is relied upon to establish the tone of the game. It is a crucial responsibility that serves as a team’s foundation. This is your sales development rep. They are usually the first point of contact for prospects and will need to provide a strong first impression if you wish to succeed. Your rep should have the same attributes of top running backs: durability, desire, versatility — and the ability to take a hit from Terry Tate.

Wide Receiver: Typically, this is your game-breaker. Flashy, skilled, and confident. Most importantly, he scores touchdowns and puts points on the board. If you haven’t guessed, this is your sales rep. This person cannot, and should not, be relied upon to do the heavy lifting of prospecting. They need to be spending their time working warm leads and closing deals. Sometimes, they will take the ball the length of the field, but they usually count on their running backs to get them into the red zone.

Offensive Line: This unit fights in the trenches. They are necessary to counter the defense, but they cannot score alone. In sales, this is not a person, but your content. Dependable, consistent content is vital, but you cannot count on it — or the resulting inbound leads — to find the best prospects for your sales team.

Kicker: Your kicker blissfully rests on the sideline when the hard work is taking place on the field. When the team scores, this guy comes in the game to share all of the glory. This is your CEO… Kidding!

Working as a team, and executing your individual responsibilities within that framework, drives success. Now, go forth and watch some football — it could help your career!

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aj alonzo

AJ Alonzo is the Head of Marketing at demandDrive. A former SDR turned marketing leader, he's made it his goal to develop resources for sales reps who are looking to level up and for managers who are looking for guidance. Outside of work you can find him trying to shoot under par at his local disc golf course, sipping on a bourbon on the rocks, or continuing his quest to be the very best like no one ever was.
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