• Susan Galloway

Moneyball and Sales Growth

While browsing Netflix a few weeks ago (as is the case for many of us during these times), I noticed Moneyball was trending at #2 in the nation – one of my favorite movies. Coincidently, last month I joined a podcast featuring Billy Beane, (the former general manager of the Oakland A’s who was convinced baseball needed to be reinvented - for those not familiar), and he was exactly as I would have expected – witty, relatable, and smart. Along with Peter Brand, he challenged the sport’s old-fashioned traditions and recruited players with game-winning potential that other scouts deemed as "flawed."

Moneyball may not be a recent release, but several important aspects of the Moneyball strategy translate to the world of sales; here are a few favorites:

Use a data-driven approach.

The Athletics' had their traditional way of finding players, which often involved biases and false perceptions until Beane decided on a mathematical approach to find the best players.

"It’s about getting down to one number. Using stats the way we read them, we’ll find value in players that nobody else can see.” – Peter Brand, Moneyball

Are you using an analytical, evidence-based approach when it comes to filling your pipeline, cross-selling, or managing client risk?

Leverage your biggest promoters, reduce client risk, and know the level and status of your customer relationships with an NPS® survey report. Manage and grow your existing accounts with an account management tool that provides important data, alerts, and action steps.

Did you know – when it comes to prospecting, most salespeople stop after 4 attempts? There’s plenty of evidence that suggests response rates rise with each outreach attempt, with averages ranging between 8 and 13 depending on the industry. And getting a meeting with a prospect is where opportunities become real. By utilizing a touch plan strategy and Call Meeting Plans, you’ll track your progress, be better prepared when that meeting takes place, and increase your odds of success.

You're not a catcher anymore.

Change can be hard but also very rewarding. Whether you are a leader or part of a sales team, developing skills that benefit your personal advancement as well as the growth of your team or company are important now more than ever. Don’t be afraid of change – it may be your chance to improve, develop new skills and achieve more.