The 5 Takeaways from the Coyotes introduction of

first_img The 5: Takeaways from the Coyotes’ introduction of Alex Meruelo When asked to leave by the D-backs, Luis Gonzalez made it a point to join the rival Dodgers and plot his revenge against his old team. He now works in the D-backs front office. This too shall pass.Charles Barkley took a blowtorch to the Suns organization on national TV to force a trade. His face now looms above the court as a member of the Ring Of Honor.This too shall pass.Now that Darnell Dockett has gone and done the unthinkable — signed with the rival San Francisco 49ers — Cardinals fans are piling on. He’s a hypocrite. Lacks loyalty. A traitor. In retrospect, the wise play would have been for Dockett to keep his mouth shut. But really, when has ever been good at that?First off, the Dansby comments weren’t a signed legal document. Nothing that bound him to the team. It was an emotional guy having an emotional reaction. Show of hands, who out there reading this blog is guilty of that from time to time?Second, the Dansby comments were an example of, “Do as I say not as I do.” Show of hands, parents out there — and be honest now — how many of you are guilty of this with your own kids?And third, the hypocrisy doesn’t erase all the good Dockett has done. Before last year’s knee injury, he missed two games in ten years. He was tough, loyal and poured it all out there all the time. If what he said about Dansby wipes out all the good Dockett has done in a Cardinals uniform, that is your prerogative. It is not mine. I will celebrate what he meant to this team. How many more times do we need to experience a painful sports breakup like this before we learn it never ends well? Happy endings where player and team end happily ever after are the stories I used to read to my kids at night. Feelings are hurt, emotions are raw and it leaves fans disenchanted. Barkley, Gonzalez, Randy Johnson, Steve Nash; who knows, maybe one day it will be Shane Doan. The end is never fun but redemption and forgiveness are always around the corner. This too shall pass. And two years from now he might very well be sounding that alarm high above the University of Phoenix Stadium crowd before a Cardinals home game. This too shall pass. The preferred path would have been for Dockett to stay a Cardinal, stand by his words of a year ago and finish his career with the team that drafted him a decade ago. It’s what I had hoped for; quite frankly Dockett was my favorite of those core Cardinals. The ones who bridged the gap between what they were and what they are. I liked reckless attitude. He played like a demon on the field and caught hell off it. He made every space he occupied, either the locker room or his twitter account, a little more entertaining and a little more dangerous. If you laid out the jerseys of Adrian Wilson, Karlos Dansby, Anquan Boldin, Larry Fitzgerald or Dockett, I’ll pick out 9-0 every time. It’s that reckless attitude that has Cardinals fans burning (metaphorically) those jerseys today. A year ago he spoke of Karlos Dansby’s lack of loyalty in choosing Cleveland. He chased the money, Dockett said. And in doing so many Cardinals fans assumed that when given the same choice, Dockett would show more loyalty. Grace expects Greinke trade to have emotional impactcenter_img Comments   Share   Top Stories Former Cardinals kicker Phil Dawson retires Derrick Hall satisfied with D-backs’ buying and sellinglast_img read more

This Unfair Advantage Separates TopNotch Sales Teams from The Rest

first_imgImagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years.But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction. And it costs you the race.Racing cars isn’t unlike the race to market leadership. You need a great product (car). A winning team (crew). Funding from supportive investors (fuel). And spades of experience. But if your competitors have those things, too, who makes it across the finish line first?The company with a fully-aligned sales organization, marching in the same direction. Let me explain.The Most Overlooked Trait of Market LeadersMarket-leading companies have an underestimated trait in common: Organization-wide sales consistency.Their sales teams execute the same selling motions, messaging, and call structures, without much deviation from rep to rep. Most sales teams don’t enjoy such consistency. There’s usually a wide variety of haphazard selling approaches from rep to rep. This “delta” of inconsistent selling behaviors creates a bell curve of quota attainment:In that scenario, everyone is “figuring things out on their own.” The top 10-20% figure it out and enjoy massive overachievement. But their stellar performance is canceled out by everyone else who hasn’t cracked the code, leaving the team at break-even overall.Market-leading companies are different. Their selling motions, messages, and call structures are adopted across the team. As a result, they’re crushing it with a performance curve that looks more like this:They have more top producers. They get higher quota attainment from their “middle of the pack” producers. And they have fewer low producers. Having consistent selling behaviors from rep to rep accelerates growth.Erratic behavior, on the other hand, introduces friction and unpredictability into your revenue machine. It’s like flooring a racecar with the wheels all pointed in slightly different directions. Instead of deals moving smoothly from first call to close as if they’re going through a predictable production line, they’re thrown into a violent tornado. Few leads make it out the other side as revenue. Most of them are flung by the friction to a dark corner somewhere.This Data Illustrates What I’m Talking AboutNow for my favorite part: supporting all of this with data. Our team at analyzed more than 2,000,000 sales call recordings from a few hundred companies. The calls in this data set were recorded, transcribed, and analyzed with AI to identify selling motions, call structures, sales messaging, and much more.Of the companies in this data set, 17 are described as clear market leaders.*After analyzing the data, here’s the main thing we learned from market-leading companies: Their sales teams have much more consistent selling behaviors from rep to rep.In other words, they are dependable in their selling motions, their messaging, and their call structures. That’s important because it leads to a much smaller gap in quota attainment between their top producers and their “middle-of-the-pack” producers.They have more reps meeting or exceeding full quota.“All-Over-the-Map” Question AskingLet’s dig into some of the data we unearthed to illustrate what I’m talking about. Check out the rate of question asking in market-leading sales organizations. Top and average sellers both spread their questions fairly evenly across their sales calls:It’s hard to identify a crisp difference between the two groups because both of them behave fairly consistently.Now, look at the rate of question asking in companies that were not market leaders:That’s a crisp difference.Disparities like this destroy predictability in your sales machine, especially when they compound over many sales behaviors.The top producers at these companies are on a totally different plane than the average sellers. That is less a testament to the top producers’ greatness and more a testament to the average reps’ erratic execution.“All-Over-the-Map” Call StructuresLet’s look at another insight from our analysis of call structures. Our AI has identified five segments of a typical sales call:Meeting setup (the introduction)DiscoveryPitchAssessmentNext stepsIt looks something like this:The differences in how top producers and average producers at market-leading companies flow through these segments are negligible. There’s less than half a standard deviation in difference. However, in non-market-leading companies, the call structures vary widely. Individual reps spend unpredictable amounts of time on discovery, pitch, etc. which occur at inconsistent points in the call.“Wild West” Sales MessagingHere’s one more data point that illustrates what I’m saying. Top and average producers at market-leading companies mostly deploy similar sales messaging. Here’s a breakdown of messaging themes each group discusses in their intro sales meeting:Sure, there’s some variation, but not much. Especially when you compare how wide the messaging gaps are in non-leading companiesTop and average producers are talking about totally different things. This is a living nightmare in which every sales rep makes up their own questionable narrative. Individuals “do their own thing,” whether they’re a top-notch seller, average, or about to be fired. But in winning companies, the differences in reps’ behaviors are marginal. This consistency is the type of stuff that launches you into market leadership. The kind of thing you tell your grandchildren about one day. While vacationing at your villa on a private beach, piña colada in hand.Get the Entire Team Racing in the Same DirectionHere’s the point I want you to take away from this post:If you have a wide gap between your top sellers and the rest of your team in terms of:Sales motionMessagingCall structureAnd more …Then you have a stubborn “emergency brake” on your revenue growth. You may have cracked the code in terms of your product, your market, your team, and everything else. But if your sales team is all over the map, you’ll be pegged low in your industry’s pecking order. And you’ll stay there.On the other side of this coin, consistency in sales motions, messaging, and call structure across your sales team unleashes growth. It’s like taking the emergency brake off while driving a Porsche 991 Stinger (or the exotic sports car of your choice). AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThislast_img read more