College Playoffs


By Frank Costantino, Managing Partner

I am not sure how you feel, but to me, the new playoff system for College Football has already achieved proven success. Alabama, Oregon, Florida State, Ohio State: great teams and great games. It’s now down to two and in a few hours a champion will emerge. More on that later.

In sales, our “playoff” is not an annual event. Our game and our four quarters are a little different; we are on the field every day. That means that our planning, our preparation, our strategy and our innovation are also practiced daily and amplified on the day of the client presentation. And, what should be top-of-mind for sales managers and sales teams: ARE WE ALIGNED TO WIN?

The real question is have you prepared your team to win? There is no doubt that each of the four college football coaches prepared their teams, maybe some better than others, but winning is always up to the individuals on the team who execute the plays and in sales, achieve the results expected detailed in our sales plan.

“Now, everybody always says there's no 'I' in team, but there is an 'I' in win, because the individuals make the team what it is, and how they think and what they do is important to the team. So when you act like the individual is not important, well, it is damn important who these people are and what they are.” - Nick Saban

Assuming you have worked through the process and are positioned to present your solutions, it’s time to get ready for the big game; the presentation that will result in a significant win for you, your team and your company. A presentation is a reflection of you and your work. How do you get your team ready?

An effective presentation must include good content and a properly executed delivery. To ensure a high percentage win, lead your team through some fundamental best practices.

  • Preparation begins the execution of your client plan

  • By now, you should have a complete understanding of your clients buying process; prepare to demonstrate your value and alignment, effectively

  • Keep it simple; what, so what, prove it

  • Review your homework, close gaps, utilize social media

  • Manage logistics, materials, equipment

  • Practice makes perfect. NO!

  • Perfect practice makes perfect

  • Schedule your practice time--don’t skip even the smallest detail--get it right!!

  • You will be ready when your focus is on the audience and not your material

  • Play book puts focus on your client and your ability to respond

  • Deliver what you practiced, perfectly

  • Establish your personal credibility, include stories

  • Demonstrate why you have earned a “seat at the table”

  • Audible means that your are ready for the what if’s?

  • Anticipate what you think may happen

  • Write the script, assign resources, rehearse how you will respond

At Butler Street, quite simply, we help your teams get ready to take the field and build habits to sustain positive results and we help you build champions. Are you ready for 2015? Let’s start a dialogue. Call me, not too early, Tuesday!

So which team will come out on top? I have to go where my tuition dollars went: Go Buckeyes!

Click on the CONTACT button to learn how Butler Street can help you win more opportunities!