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July 28, 2009

Colts Decide Against Training Camp

Tim Roberts

The Indianapolis Colts announced today that there would be no training camp prior to the 2009 football season. A Colts insider, who asked not to be identified, said the “Colts felt like they were in good enough shape and that each player was expected to study the playbook on their own.” The unidentified insider said the cost saving measure would only be in effect for this season.

The Colts insider said that team management acknowledged the Colts probably won’t be as good as in recent years due to the cutback but hoped they would be able to “pick up a handful of lucky wins and keep the fans from defecting in the short term.” Colts owner Jim Irsay was overheard saying, “We can wing it as well as anyone and since we don’t really follow an operations plan, we’ll just have to keep our fingers crossed.”

New head Coach Jim Caldwell said the move was a good idea because most of the guys don’t really like to be in training anyway. “They feel like they’ve been playing football long enough and know what needs to be done. We don’t mind defaulting to their game plan as long as they promise to show up on game day.”

When the Science is Available Why Use Anything Else?

Matt Nettleton

A few years ago I got a call from a prospect of mine who was ready for training. She was angry and she had a story. She sold personal lines of insurance (auto, home, life) and she had the worst possible experience any salesperson could have. She spent three hours sitting with a couple and going through their insurance coverage. She talked to them about what coverages they had and what their goals and dreams were. Based on those two items she defined what coverages they needed. She had spent valuable time over two evenings away from her family and she had provided a great education to her prospects.

And then she got the bad news. She saw them out at church about two weeks later and they were so thankful and excited that they rushed up to her and could barely stop talking about how much she had helped them and what value she had provided. “Our insurance agent said it was some of the best work he had ever seen,” they said, and oh by the way, they had done everything she suggested – changed deductibles, added disability, purchased more term life and added some whole life. But they did it with the agent they were already using. She had gotten them to think differently but she learned a lesson. What they think does not matter if they do not take the right action.

What Sound Does a Sheep Make?

Matt Nettleton

As a salesperson I talk to plenty of prospects and because I sell sales training, my prospects are people who are in touch with what is happening in the economy right now. I have heard a lot of stories over the past 18 months and I have learned something significant. My target market is divided into two groups. I call on Sales People and Sales Sheeple.

As I have listened over the last year, I have also developed a keen ear to hear the distinction in what these two groups talk about. Here is what I am hearing from sales people, "The market is tough right now. I am working harder than I have ever worked. My clients have changed how they are doing business and I have had to change with them. My prospects have changed and I have changed how I sell to them as well."

What I am consistently hearing is that the successful sales people are in control of their destiny. They are basing their plans for the next 30, 60 and 90 days on what they can control – to be in front of more, better and different people. They are finding people ready, willing and able to make decisions about doing business.

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