While watching World Cup Soccer recently, and at the same time thinking about work, some thoughts occurred to me. What’s more important in sales, offense or defense?

We all understand offense, right? You go out there and score, get the sale and celebrate! It goes without saying that to make money you must make sales! Soccer, as in sales, is very strategic, the better the planning the easier it is to score.  But occasionally, they take random shots. I suggest that you be more strategic in your approach, but every so often it’s OK to take that random shot. If you’re keeping track, a “No” is one step closer to a “Yes”.

So where does defense come into play? Defense in sales is what keeps your client a client for a long, long time.  It’s the service work after the sale, the little extras that go above and beyond what other reps are willing to do.

Like offense, defense takes practice, but it isn’t always as much fun.  In soccer, as in most sports, offense gets all the recognition. Offense is fun and rewarding. Defense is work, but as many great coaches have preached, “Defense Wins Championships”!

Let me ask you a question.  Do you think your client would prefer you be better at offense or defense?

This week, if you’re not already, I encourage you to add “defense” to your practice schedule!

If you would like some help with offense or defense, let us know. We would love the opportunity to visit about how we can train and brand your stations and account executives as professional marketing consultants and help grow your revenue with our proven sales and training programs.