Moneyball is a book by Michael Lewis, published in 2003, about the Oakland Athletics baseball team and its general manager Billy Beane. Its focus is the team’s analytical, evidence based, sabermetric approach to assembling a competitive baseball team, despite Oakland’s disadvantaged revenue situation. Oakland was able to win as many games as the highest spending teams that year.
Sales teams are often faced with the same problem of getting more with less resources. We have found 4 tips for hitting better results with less investment using Moneyball tactics. As Bill Bean quite eloquently stated, ” If you challenge the conventional wisdom, you will find ways to do things much better than they are currently done.”
- Challenge Conventional Wisdom Adapt or Die.
- Do you know who this buying committee is?
- Do you have a relationship with them?
- If the committee voted today, by member who would they vote for?
- Do you know why they would vote that way?
- Could you change the committee members vote if you had to?
- Pick a Winning Strategy “Managers tend to pick a strategy that is the least likely to fail, rather then to pick a strategy that is most efficient,” Account Based Selling vs Demand Reaction
- What customers are the most profitable and why?
- What prospects look the most like these customers?
- How can we share bite-sized success stories to gain mindshare?
- Good vs Great for Sales, “One absolutely cannot tell, by watching, the difference between a .300 hitter and a .275 hitter. The difference is one hit every two weeks.” The numbers do not lie – once you have decided on a winning strategy demand execution.
- Manage to the Metrics “Losing shouldn’t be fun. It’s not fun for me. If I’m going to be miserable, you’re going to be miserable.”
“No matter how successful you are, change is always good. There can never be a status quo. When you have no money you can’t afford long-term solutions, only short-term ones. You have to always be upgrading. Otherwise you’re f****d.”