289: Blocking, Tackling And Grinding In Sales

<p>The famous Green Bay Packers Coach Vince Lombardi often referred to the importance of the basics in the American Football game, the blocking and tackling.  Being an Aussie and a Rugby fan, I sort of know what he is talking about.  The brilliant plays, full length of the field returns, Hail Mary throws, the tactics and strategies are all important, but if the basics are not being done properly, it all comes crashing down and you will never win.  Sales is the same.</p> <p> </p> <p>Blocking and tackling is boring, grinding, not flashy and not exciting.  There are many aspects of sales which are dead boring, painful, annoying and irritating, but they have to be done.  For some salespeople though, landing the whale client is a much more scintillating idea.  I have had a number of salespeople, who were very talented, smart individuals, who found all that blocking and tackling was for lesser mortals.  They decided to start at the top and work up from there.  Their intelligence proved to be a stumbling block to success in sales. That big deal would be the game changer.  This client is going to be a huge contributor to profits, once the deal is landed.  Except I am still waiting years later for that deal to be landed.  That revenue they trumpeted never turned up and they are gone, gone, gone.</p> <p> </p> <p>Recently a friend of mine asked me to coach someone whose business was struggling.  In the course of the conversation, it became clear that the blocking and tackling of sales wasn’t exciting for him.  Here is a revelation – it isn’t exciting for anyone!  Nevertheless, the business needed income and he was the one designated to go out and get the deals.  Our mindset can work against us, as well as for us.  If we want to pursue bright shiny objects, because that is exciting and we want to avoid the slog of sales because that is boring, we will be out of a job or out of our business.  We have to change our mindset and there is nothing like survival to focus your attention where it needs to be.</p> <p> </p> <p>The pand