The Crimson Tide Guide to Ad Sales Success!
Coaches may coach and players may play, as the old saying goes, but Alabama won this game because of Saban, because of how he used the entire team.
Coaching a football team is a lot like leading an ad sales team. This week’s BCS Championship game got us thinking about how the fundamentals championship teams are guided by align with successful ad sales teams. Ad Sales, or any sales for that matter, is by nature very competitive. So why do some sales teams operate like a solo sport, with one salesperson attempting to convert a marketing or procurement team? Consider some zone defense here, as Clemson should have Monday night. There are some awesome quarterbacks out there, but it’s the rare one that could take on an entire team by alone. Successful teams are ones that work and collaborate well together. In smaller companies where staff is limited, the “divide and conquer” strategy may seem optimal. Sometimes it is. But give the team method a try and assess the results. See if your ad sales are impacted. We’re certain you’ll see the benefits extend beyond just sales:
Builds Rapport and Relationships
Some companies use incentives and competitions to increase sales. They can be an effective way to increase sales, they can also create division amongst team members. Employ this occasionally or create team incentives when sales goals are reached.
They Can Teach and Learn from Each Other
Every sales team
has a superstar and one that could benefit from more coaching. Pair them together. The less skilled salesperson will definitely benefit from the mentorship. The more skilled salesperson will also be invested in their success. Consider also teaming people with different sales specialties or styles and allow them to show each other what methods work for them.
They Encourage Each Other
Sales teams create support systems that can build team member confidence. It takes the pressure off of one person and makes pitching a shared, more enjoyable experience. It’s also less likely important points and features will be missed.
(read the full ESPN article on Saban and the BCS Championship here)