This week’s theme has to do with the similarities between Race Car Driving & Sales Activity Management? You might be wondering how could they ever be related or what types of similarities could possibly exist?
Well, I had no idea until this past week when a colleague of mine, Rick Camerano, and I went down to the LAMP Conference for financial services leaders held near Dallas, Texas. It was at the Gaylord Texan Resort & Convention Center in Grapevine and we had the opportunity that we took advantage of to sponsor one of the keynote speakers. Her name is DANICA PATRICK and she is one of the winningest female Race Car Drivers. Even though she retired a few years ago, DANICA is still one of the most recognizable professional athletes in the world because of her various causes and businesses that she is involved in!
I wasn’t going to do it, and some people thought that we ultimately did because she is from the Midwest and because I have always loved cars and driving fast cars. (I actually owned 13 cars before leaving high school and a total of 80 cars in my lifetime.)
But, no, it is because of the similarities that we realized exist between the two. You see, in racecar driving, one of the most important things you can do is SET GOALS. They have to know every lap, and every inch, where they want to go and be at all times, especially if they want to win any races. The same thing is true in activity management and running your business, you have to have clear goals. They also say in racing, “Never look at the wall”, which is like us avoiding looking at failure.
The second thing has to do with KEEPING SCORE. Once again, in race car driving, they know measure everything, like what pace they’re on, laps completed and even how long they are in the pit. They know all their statistics. The same when it comes to sales, you have to know things like, “How many calls I need to make, how many referrals and contacts? What is your ratio. And most importantly, what we call the Vital Signs like I’ve talked about before: Closing Interviews, Closing Ratio and Average Case Size. Keeping score is critical in Activity Management and even more critical in Race Car Driving!
But the third really hit me, which is – THE NEED TO WORK AS A TEAM. Race Car Drivers may get all the glory, just as a pilot does, but the pilot doesn’t fly the plane by themselves and the Race Car Driver has to rely on a team. Without the team, they’re not going to win…or even get out of the pits. The same thing in sales or running your business – NO ONE SUCCEEDS ALONE. Someone else has to make the tools you are using and most importantly, you need to collaborate with each other. Teaming is huge in this industry these days – always working together with a peer or manager to better serve the client and/or on how to get better?
So that’s it, the similarities between Race Car Driving & Activity Management:
SET GOALS – KEEP SCORE – WORK AS A TEAM.