Is Your Sales Team Playing to Win or Playing Not to Lose?


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There is a big difference between sales teams that play to win versus play not to lose.  Playing to win means you are on the offense, charging ahead and taking risks.  Playing not to lose puts you in defense mode.  Instead of charging, you are retreating to the safety of comfort zones, where risk is little and so is growth.   

So what’s the difference between sales teams that play to win versus not lose?

They are all in.  In other words, they gave it their best.  “All in” sales people do the work.  Darren Hardy, publisher of SUCCESS magazine, shares two key attributes found in successful entrepreneurs:  hustle and persistence.  Translation:  they are “all in.”  Sales people that “are all in” have an entrepreneurial mindset.  They understand that with risk comes reward.  The temporary pain of discomfort leads to comfort.  i.e., Full sales pipelines and bank accounts.

“All in” sales people are voracious learners.  They recognize the only time they can stop growing or improving is when, well, their competitor has made the same decision!   “All in” sales people don’t just give lip service to selling value.  Because of their positive addiction to learning, they actually add value to sales meetings because they offer up new ideas and solutions.  “All in” sales people win more business.

As you wrap up 2014 and gear up for 2015, ask yourself two questions:

  • Were you “all in” in 2014?
  • Are you “all in” for 2015?

Good Selling!

Republished with author's permission from original post.

Colleen Stanley
Colleen Stanley is president of SalesLeadership, Inc. a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, emotional intelligence and hiring/selection. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams.


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