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Jock Talk

Why hiring gym rats and lettermen makes sense.

The palaver between a sales manager and his reps regarding outside interests is usually just that—small talk to fill the uncomfortable voids between "Did you get the appointment?" and "Did they sign the contract?"

Let the topic turn to sports and an individual's athletic prowess, however, and many sales managers become completely engaged. The sales world doesn't just embrace athletes, it blatantly pursues them.

"FORMER COLLEGIATE ATHLETES WANTED!" screams an Internet posting for sales reps at a pharmaceutical company (an industry, by the way, that also scours the world of collegiate cheerleading to sell its wares).

Sports jargon permeates sales speak. Managers love to tout "total team efforts," encourage reps to "play hardball" when necessary, and always implore them to "bring their 'A' game" and "leave everything out on the field."

"Sales professionals are very similar to athletes," says sales trainer and professional speaker Drew Stevens. "They love the thrill of victory and abhor the agony of defeat."

Little wonder, then, that his list of common traits of successful salespeople mirrors that of star athletes: energetic, self-starters with confidence who are always prepared (because they do their homework) and have a passion for what they do.

This is not to suggest that anyone who walks out of a locker room has the potential to be a top producer in sales. Smarts and personality factor into the equation as well. (Negotiations, after all, often are compared to a chess match.)

It's not coincidence, however, that the characteristics coaches crave in athletes—discipline, desire and coolness under pressure—are the same traits that sales managers seek when searching for another rainmaker.
 

Interactive Web Feature:  Hover your mouse over our part-time gym rat for more tips and ideas...

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Pursuits of Happiness
Active people have multiple interests. Your top salespeople can choose the outdoor items that fit their pursuit of the moment when you reward them with L.L.Bean gift cards. From apparel to outdoor gear, boats to boots, L.L.Bean gift cards are easy to redeem online, over the phone, by mail or in any of L.L.Bean's retail or outlet stores. The cards have no expiration dates or fees, and can be ordered in any denomination. Generous volume discounts. Contact L.L.Bean at 800-832-1889.

Heart of A Champion
"As an elite athlete, I got used to putting in many grueling hours every day to become the best athlete I could," says a former NCAA All-American in the decathlon who was hired out of school last year into a sales position at a medical devices manufacturer. "I had to work extremely hard at numerous techniques to mold myself into an athletic machine. The same thing goes for my job as a rep. The more hours I put in, the more business I get, and the more hard work and effort I put in to learn the products, techniques and business aspect, the more my business will grow."

Info at the Flick of a Wrist
The new TraiLeader combines all of Tech4o's proven technologies into one multipurpose wilderness tool. It monitors changing weather patterns on the built-in altimeter, barometer and thermometer. It also serves as a digital compass, plus it measures speed, distance, calories, steps and time, and offers date, alarm and stopwatch capabilities Call Sue Kuiper at Johnson Outdoors, 262-631-6713, or e-mail skuiper@johnsonoutdoors.com.

Xtreme Measures
Gen Y’ers figure they’ll rest when they’re dead. Once they’ve hit their sales goals, many of them can’t wait to hit the slopes, trails, tracks and courts to blow off some steam. No matter their sport of choice, Amazon.com can help you reward them with exactly what they want through a Web-based branded incentive program. Visit www.amazon.com/merchrewards for more details.

Common Bonds
Athletes fare well in sales because sports are common ground that serve as an icebreaker with new prospects. Learning a prospect's favorite sports teams or the sports she participates in herself are solid starting points for building a relationship. "Once doctors find out that I was an athlete they immediately open up and want as much info as possible," says the decathlon star-turned pharmaceutical rep. "After my track career I was contacted by a few NFL teams for some tryouts, which obviously did not work because I'm talking to you right now. But when one doc found out about this, he stopped in the middle of a case for five minutes to talk with me about the many experiences of being an athlete. From there on out I have been very close with this doc."

Promoting Good Health
From on-site gyms to sponsoring workshops on stopping smoking and other health concerns, companies are actively involved in their employees' health these days. Why not show you care in your choice of incentives? Health-conscious rewards like Huffy's Teton Mountain Bike allow top performers to enjoy life away from work once they've sealed the big deal. Call Top Brands for more details at 800-431-2127 or visit www.top-brands.com.

Play the Free Agent Market
Successful sales leaders seize every opportunity to hire competitors' superstars who can change the profitable revenue growth results in a territory, says John F. Tallitsch, founder of TopMark (www.top-mark.com), a consulting boutique specializing in sales effectiveness. They aren't discouraged by the amount of pay required to hire such an 'impact player' because they realize that results delivered by one high performer will be more than those generated by two or three mediocre performers.

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