You Can’t Coach Heart

Image of read heart for You Can’t Coach Heart blog post from Sales Coaches' Corner(originally posted September, 2015. Re-posted because it’s good)

It’s here! Football season. Finally! Three weeks ago the NCAA opened & two weeks ago, the NFL. A great time of year, for sure. My favorite is the NCAA. ESPN’s College GameDay, Saturday afternoon games, Top 25 showdowns, tailgate parties, the UofM/MSU rivalry & consequential “trash-talking” — it’s all FAN-tastic!

Is there anything better than highlight films from the day’s best plays? Well, maybe a few things but you’ve gotta love it. How about the way the announcers call the game? Some of you will remember Keith Jackson — one of the best! Alrighty! These days color commentator Kirk Herbstreit & analyst Lee Corso make Saturdays special across the nation. Yes, you’re right — Herbstreit went to Ohio State — doesn’t matter, he’s still good.

Have you ever noticed, there is a time in every game when Herbstreit gives commentary on a great play? A phenomenal catch, an incredible scramble by the QB, an amazing kick-off return, a crushing tackle or an acrobatic interception. What does he say as he explains these amazing feats? That kid is all heart — AND YOU CAN’T COACH HEART. Why does he say it? Because it’s true.

You can’t coach heart. In any profession. People either have it or they don’t. What we’re talking about is passion, commitment & desire. Salespeople either have it or they don’t. There are not many salespeople who will admit that they don’t have either of these qualities. It’s a difficult exercise to look yourself in the mirror & evaluate such internal qualities as passion, commitment & desire. Nope, people say they have it — but watch what they do & sometimes it’s a different movie.

You know when you are lacking either passion or commitment or desire — you know. Guess what? Your boss knows, too. Let’s take a quick inventory:

  • How many of you sales pros say you have an undying commitment to hard-work yet keep the hours of a person with a J.O.B.? 9 to 5. Please…
  • When was the last time you answered your phone after 5:30 or 6 PM during the week?
  • When was the last time you returned a text or an email on the weekend?
  • When was the last time you stepped up & offered to help (i.e. volunteer for a less-than-glamorous project?)
  • How often do you drive right by a facility because “they will never buy from us” OR “they have been with ABC forever – they’re all set…”?
  • How often do you do admin work (research, expense reports, quotes) on personal time — like evenings & weekends?
  • Do you “send the email” because it’s a hell of a lot easier than picking up the phone & calling?
  • Do you pick up the phone & call because that’s a hell of a lot easier than going to see people?
  • When was the last networking function you attended?
  • Have you asked for a referral or introduction since the solar eclipse?
  • Are you known around the office for showing up late & leaving early? (be honest)
  • Why do you stay in the office where it’s “safe”? My favorite line from an old mentor” Last time I checked we don’t buy from ourselves – why so many internal meetings?

The question to ask yourself is, How bad do you want it? Sure, you may say you want it. You may say you want it really bad. Just make sure that what you say matches what you do.  It’s an awkward position you put your boss in when you say one thing but actually do another.

What would Herbstreit say about you?

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Dave Tear

Dave is passionate about selling & helping others understand the sales process. Whether a client company has a 5 person sales team or a 300 person National sales force, Dave can Coach & Train them to be the best in their industry.
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