What Bill Parcells Taught Me About Great Salespeople

We all know that salesperson.  The salesperson who jumped into a new job or a new company only to see some sort of circumstances outside of their control land them the big deal.  That deal gives more than just commission.  It gave rankings, brag book, and probably future opportunities for better sales advancement.  Did that rep show excellent sales ability?  Did that rep learn the process or the proper messaging that lands huge deals?  Of course not, but then why do sales managers keep hiring these reps without finding out really what caused that early success?

That brings me to Bill Parcells.  A few years ago I was watching a documentary on him and I noticed the trend that made him the Hall of Fame head coach he is.  Before Parcells took over the Giants they went 4-5.  The year Bill took them over they went 3-12.  Now that wouldn't be a great start to any new job let alone one of the top jobs in the world, a NFL head coach.  However, the very next year saw the Giants go 9-7, then they went 10-6, and then in 1986 they won the Super Bowl.  Same thing with the Patriots in the 90s.  He took over a 2-14 team and just a few years later he was in the Super Bowl.  

Parcells was not handed great rosters or successful teams.  He wasn't tasked with maintain a success or even taking good to great.  On top of that it took him 19 years for his first chance as an NFL head coach.  Parcells knew that real success came from hard work and running into the difficult situations.  He saw the adversity for what adversity really is - an opportunity to create something great.

 That's why the hall of famers in sales don't come from the easily won deals.  They were the ones who made the calls every day and spent their nights reading up on the industry and profession they are in.  They "faked it until they made it", made 5 after 5, and truly believe in ABC.  The Parcells of the sales world gladly take a terrible territory vacated by an underperforming rep for the opportunity to create a Super Bowl run of their own.  

So that is why I have two cautions. For the sales manager I caution bringing aboard that rep who has never grew a territory from scratch, never stood in the face of a territory that took a huge hit, or had to make all the calls to gain the business.  What if the first time they have those experiences it is on your watch?

To the sales professional, especially the one just starting, I caution envying the coworkers of yours who had that deal handed to them.  Your struggles, challenges, and long days will pay off when it matters most.  When your Parcells opportunity finally shows up you will not only be able to seize it but feel the gratification that came from that journey.

Thanks for reading,

Steve