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Are you focused on “Base Hits?”

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, August 29, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Baseball coaches will consistently tell you that base hits win baseball games. Home runs are nice when then happen, and they look great on the highlight films. However, statistically speaking, they are much harder to hit. If you’re trying to hit a home run, you have a greater chance of striking out or flying out. Part of this is mental, but physically the baseball swing is also altered to hit the ball over the fence.

Base hits by comparison are easier to obtain, and multiple base hits in an inning tend to result in runs being scored. Coaches refer to this as “putting the ball in play” (line drive or ground ball). Fielders will also tell you that it’s easier to catch a fly ball then it is to catch a line drive or ground ball.

Converting this topic to sales has tremendous merit as well. Many smaller sales can equal a large sale. In my experience as a sales coach and sales manager, I have seen countless sales people struggle with this concept. They put “all their eggs in one basket” hoping for the “big one” to come through. If it does, they are rock stars. If not, they have nothing to show for their efforts. Concentrate on a balanced sales pipeline with all sizes of sales opportunities, but dominated by small and mid-sized opportunities. There are a lot more “base hit” sales out there, and the sales cycle may be considerably shorter than with larger opportunities. Additionally, building loyalty with these customers may lead to additional sales over time (both large and small). Some larger sales develop as a result of several smaller sales. The “home run” sales will come (sometimes when you least expect them), but don’t count on them to “make” or “break” your sales year.

Have a great sales week!

Read more sales tips here.

Tags:  Communication  Increasing Sales  Perception  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Performance  Sales Professionals  Sales Quotas  Sales Results  Sales Skills 

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