Part 1: Tiger Woods – Great Sales Leaders are Balanced

Eldrick Tont “Tiger” Woods (born December 30, 1975) is an American professional golferGreat Sales Leaders are Balanced who is among the most successful golfers of all time. He has been one of the highest-paid athletes in the world for several years.
Following an outstanding amateur and two-year college golf career, Woods turned professional at age 20 in late summer 1996. By April 1997 he had already won his first major, the 1997 Masters, in a record-breaking performance, winning the tournament by 12 strokes and pocketing $486,000. He first reached the number one position in the world rankings in June 1997. Through the 2000s, Woods was the dominant force in golf, spending 264 weeks from August 1999 to September 2004 and 281 weeks from June 2005 to October 2010 as World Number One.


Woods has broken numerous golf records. He has been World Number One for the most consecutive weeks and for the greatest total number of weeks of any golfer. He has been awarded PGA Player of the Year a record eleven times,the Byron Nelson Award for lowest adjusted scoring average a record eight times, and has the record of leading the money list in ten different seasons. He has won 14 professional major golf championships, the second highest of any player (Jack Nicklaus leads with 18), and 79 PGA Tour events, second all time behind Sam Snead, who had 82 wins. He has more career major wins and career PGA Tour wins than any other active golfer. He is the youngest player to achieve the career Grand Slam, and the youngest and fastest to win 50 tournaments on tour. Additionally, Woods is only the second golfer, after Jack Nicklaus, to have achieved a career Grand Slam three times. Woods has won 18 World Golf Championships, and won at least one of those events in each of the first 11 years after they began in 1999. Woods and Rory McIlroy are the only golfers to win both The Silver Medal and The Gold Medal at The Open Championship.


But it is not Tiger Wood’s legendary golf success I want to focus on in this post but rather how Leaders who are seeming riding the crest of the wave and cannot put a foot wrong, deal with adversity. If you’ve had a long career in Sales Leadership, you probably know what I am talking about. Sometimes it may be through direct action of your own or even inaction that you end in a “tailspin” and the walls around seem to implode on you…. It’s happened to a lot of us, but where to from here and what traits does a Leader need to be equipped with to deal with these circumstances?….

Salesforce Essentials Event – Johannesburg

Salesforce Essentials Johannesburg SALESFORCE ESSENTIALS JOHANNESBURG – 19th MARCH

We are happy to invite you to Salesforce Essentials Johannesburg on the 19th of March 2014.
Salesforce has been ranked for the 3rd consecutive year the most innovative company by Forbes Magazines.
Discover with us the all-new Salesforce 1 Customer Platform with:
  • Live Product demo and customer testimonials 
  • Exclusive keynote 
  • Breakout sessions to understand and try the Salesforce 1 Customer Platform
Inspirational closing session delivered by John Smit (50th Captain for the South African national rugby union team, the Springboks)
Register now
Looking forward to seeing you there,

The Sales Velocity Equation

The Sales Velocity EquationToo often we over complicate sales with complex metrics that are difficult to understand and don’t drive the right results or behaviors. Here is a simple measure that can help keep you focused on the most important issues that will help you drive revenue, it’s called the Sales Velocity Equation and was developed by Altidy (The TAS Group).


The Sales Velocity Equation says that if you increase any or any combination of the numerators (values above the line) with all else remaining equal, your revenues will increase. It’s not difficult to understand that if you were to 1) increase the value of each of your deals by up selling or 2) increase the number of deals you have by cross selling or 3) engage in activities that ensure you will win a greater number of deals in your pipeline, your revenue will increase.


Furthermore, the Sales Velocity Equation also says that the fastest way to increase your revenue is to decrease the denominator (value below the line). So, if you can decrease the amount of days you spend on working deals, you effectively create more time to work on demand generation (creating more deals).


Try it yourself and see what numbers you come up with:


Deal Value = Your average deal value in your chosen currency
#Deals = The number of deals in your pipeline for a given time period
%Closed = The percentage of deals which entered your pipleline and were  “Closed Won” in the given time period
Length of Sales Cycle = The average number of days from when a deal enters your pipeline until it is “Closed Won”