31819022_s.jpgOne key to increasing your sales performance is increasing your skill of personal awareness. Personal awareness is defined as recognizing one’s influence on others. When personally aware, you can focus all your attention on others as opposed to focusing on your internal fears, such as rejection or losing a deal. 

Here at RedRock we are constantly working on ways to improve personal awareness. Recently, we created a sales plan that parallels that of a football game plan. Those using it are boasting higher sales numbers.

Here’s how to implement the idea:

  1. Keep in mind the following parallels:
Football Sales
  • Touchdown
  • Field Goal
  • Punt
  • Fumble / Interception
  • Closed File
  • Follow-up Appointment
  • Closed File
  • Wimp Out
  1. Draw an image of a 100-yard football field on a blank piece of paper. Include the yard markers in 10 yard increments.
  1. Your sales call begins on your own 20-yard line.
  1. You goal is to get to your prospect’s end-zone, 80 yards down the field.
  1. Each time you successfully utilize a sales technique, you advance the ball 10 yards and earn a first down.
  1. If you’re not able to get inside of your prospect’s 30-yard line, you’ll need to punt.
  1. Once inside of your prospect’s 20-yard line, you’re in the red-zone, otherwise known as the high-trust zone in sales. In this zone, there is a high probability for a follow-up appointment or a closed sale 
  1. If you do not use your sales techniques, you will most likely fumble the ball or throw an interception. This is the equivalent of giving up control to your prospect, a wimp-out.

If someone calls a timeout and asks you where you are on the field, you must be conscious enough to know where you are and how you got there. The most successful sales people are intentional and focused on personal awareness. During their sales calls, they know where they are at all times. I challenge you to utilize this strategy for your next few sales calls and measure your results.

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Jeff Ruby

Jeff Ruby

Founder of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.