EXECUTION FROM THE MOUND

15 Oct EXECUTION FROM THE MOUND

I read a book about the mental aspect of major league pitchers. The name of the book escapes me right now.

One pitch after another – a singular task that moves a baseball game from its opening to its close.

In order for a pitch to be well executed, the complexity of being human is replaced by a limited, narrow focus, and simplicity of thought. A pitcher pitches.  The same can be said for any field of endeavour – even sales.

Selection.  Location.  Target.  These are the components of a well-executed pitch.  Trusting in their talent and preparation allows pitchers to be relaxed, aggressive and under control when they are on the mound.  Anything else gets in the way of effective execution.

Establish rapport.  Open with purpose.  Diagnose.  Prescribe. Decision and Money.  Clear Next Steps.  Required components of a well-executed sales call.

Pitchers are defined by “how the baseball leaves their hand”.  They have control over the approach (and their response) but not over the result (what happens once the ball leaves their hand).  The pitcher is entirely responsible for how the pitch is executed, but not how the batter behaves.

Same holds true in sales.  You are entirely responsible for how the call is executed, but not how the customer behaves.

If a pitcher gets an out on a poorly thrown pitch, he may be happy with his good fortune, but he should not be satisfied simply because of the result.  His execution was not acceptable, and that is how he is measured – or should be.  On the other hand, if he makes a great pitch and the hitter manages a “lucky hit”, the pitcher has momentary unhappiness about the result, but he did what he wanted to with the pitch – he executed well.

As the pitcher is competing, the execution is all that should matter – because it is what they can control.

In order to be a successful pitcher (or sales pro), one is not required to have a genetic predisposition for understanding how to execute effectively.  Understanding and skill can be developed.  Major league pitchers learn the value of focusing on execution.  Major league sales pro’s learn the value of focusing on the execution of the sales process.

Worrying about winning and losing, or giving up a run can affect the way a pitcher manages his role.  Thinking exclusively about execution makes sense, but is easier said than done because we are all playing to win.  At the same time, we may have to forget about that and concentrate on what it takes to win.  Making good pitches.  Making good sales calls.

Pitchers evaluate their performance by assessing the ratio between intent and action, pitch by pitch. Competing with themselves first, in order to effectively compete with the hitter.

• Recognize that you have complete responsibility for and control of the execution of a pitch (sales call)
• The individual pitch is the immediate task at hand (stages of the sales call)
• With all the inherent complications of being human, keep it simple (pay attention,listen and trust the process)
• The next pitch is the most important pitch (where you are in the sales process?)
• Selection, location and target are the keys for focusing on execution. An aggressively, controlled delivery is the other element of the proper execution of a pitch.  (is your delivery controlled or are you just throwing the ball?)
• A major component in any evaluation of performance is the relationship between the number of pitches thrown and the number effectively executed (are you keeping your own stats?)

Want to become a player in the major leagues?

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