I once worked for a company where the Vice President of Sales was fond of saying, "If you like change, you will love working here!"

Of course, it was tongue in cheek because most of us don't really like change.  Some of us can deal with it but not too many of us really thrive in a constantly changing environment.

Ironically, however, the best sales people are always remaking themselves.  While they want stability in their environment, the last thing the most productive sellers want is for their own skills to stagnate.  

The simple lesson:

If you are a sales manager, create a stable, predictable environment in which sellers understand what is expected and it is clear how to succeed but. . .

. . .only hire sellers that are never satisfied with their own performance and are constantly seeking out training and mentoring in an attempt to add to their portfolio of skills.


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The boys U15 soccer team is on the attack!  The Fullback has sent the ball down the right side and the Right Wing is sprinting to cut it off.  He brings the ball under control as the defender positions himself between the ball and the goal. 

The entire defense has shifted to its left and is occupying the side of the field closest to the ball.  The wing sends the ball into the corner for the Center and the defense converges to trap him.  From his vantage, the Coach can see the best way to the goal.

"Switch fields!  Switch, switch, switch," he yells.  The Center kicks the ball back up the sideline away from the goal and towards the Midfielder who kicks it along the center line to a Fullback who has moved forward from his defensive position.  Immediately, he kicks it down the left sideline as the Left Wing races to control the ball.

The ball moves faster than the defense and the offense now finds itself with a more wide open field.  The Left Wing plays the ball to the top of the penalty box where the Center has outraced his opponent and meets the ball with a strong left foot.  Only a great save by the Keeper prevents a goal.

While switching the field is a common move in soccer it teaches uncommon wisdom:  when it comes to accomplishing your goals you can't always get there from here.

Rather than continuing to pound on the same people with little success switch it up and call on other contacts at the same account.  Maybe you'll find a more clear path to your goal.  

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I was speaking with the decision maker of a large media account the other day.  

"How is it," I wondered, "that you spent so much money on Station X but you have never agreed to do anything similar for any other stations in the market."

The answer was very revealing and gave me a new weapon to put in the arsenal.

"Simple really.  The rep for that station was able to help us with a key initiative and he moved mountains for us."

Now, I will ask every account the following question:

"If we moved mountains for you, what would that look like?"

Yes, it's just another way to discover a key initiative but the question is so fresh and powerful that I'm sure it will get the intended response (at least until everyone is asking it and it begins to sound like the very trite "what keeps you up at night?")

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