SALESFUEL TODAY

Green Lessons

by | 2 minute read

Golf, aside from being a pop­u­lar sport, can also be a valu­able teacher. Many lessons can be tak­en from the game: Sports­man­ship, hon­esty, and yes, even busi­ness-devel­op­ment skills. Mike Schultz, pres­i­dent of Welles­ley Hills Group, writes about the sim­i­lar­i­ties between sales devel­op­ment and the game of golf in his arti­cle “Busi­ness Devel­op­ment Lessons from the Golf Course.” In this arti­cle, Schultz recounts the time he helped a frus­trat­ed asso­ciate by rem­i­nisc­ing about a par­tic­u­lar expe­ri­ence he had as a cad­dy dur­ing his teenage years. He com­pared the asso­ciate, who wasn’t get­ting the knack of gen­er­at­ing busi­ness, to two golfers he met dur­ing his time as a cad­dy. One golfer was a for­mer club champ who used to end each game angry about each shot he missed, despite suc­cess at the oth­er holes. The oth­er golfer was not very good, but hap­py with a great shot or two at the end of the round.  Schultz writes that he told the sto­ry of the two golfers because the asso­ciate was 1.  Beat­ing her­self up for every­thing she tried that didn't seem to work. 2. Play­ing one hole at a time. Schultz says about his asso­ciate: “…her abil­i­ty to suc­ceed in busi­ness devel­op­ment is about as good as [the sec­ond golfer's] abil­i­ty to suc­ceed on the course. She's new at it. She's going to have a lot of misses…business devel­op­ment is fraught with dead ends and lost deals. It's just how it goes, and she need­ed to stop tak­ing it so per­son­al­ly.” For his advice, click here for the entire arti­cle.

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July 9, 2008 Newsroom Tags: