You Can’t Coach Heart!
We’re deep into it! Football season. Today begins week #9 of NCAA action – The NFL just finished week #7 last night.
Football fanatics consider this the greatest time of the year. Tailgates, trash-talking, Top 25, fantasy picks &conference &/or division rivalries. Fun, for sure!
Is there anything better than highlight films from the day’s best plays? How about the way the announcers call the game? ESPN analyst’s Kirk Herbstreit, Desmond Howard & Pat McAfee make Saturday’s special across the nation. Who doesn’t hope the tailgater in the “Pit” from the home team makes the Pat McAfee field goal every week?
Have you ever noticed, there is a time in every game when Herbstreit (in addition to inventing the word “physicality”) 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, 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-glamourous 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 that going to see people?
- When was the last networking function you attended?
- Have you asked for a referral or introduction since the 2024 Summer Olympics ended a few months ago?
- 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 we asked two weeks ago was, 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. It’s all tied to your heart!
What would Herbstreit say about you?
