The Sales Streak

A fuzzy memory that may or may not have ever happened …

Years ago, the Boston Celtics were playing and forward Rick Carlisle (now an NBA coach) was on a roll. He couldn't miss. In fact, he didn't. He threw in something like 11 shots in a row. For a brief period of time, the team threw out their playbook and just kept feeding the ball to the guy with the hot hand, who sank basket after basket. Early in the streak, when they got into a huddle Larry Bird looked at them and said, "Don't say a thing. Just shoot." Afterward, Bird explained that you don't question the streak. You don't analyze it and you don't discuss it. You just enjoy it while it lasts.

Golf. Baseball. Whatever. It's all the same.

Sometimes, it happens in sales, too. You might make calls 19 days in a row without any success. But on that 20th day, while doing the exact same thing you did the previous 19, it suddenly rains business.

You are in the zone.

I've had this happen myself over the years. It's a great feeling and I wish it would never end. But alas, the magic spell is suddenly broken. But for a while, wow!

One of the hardest parts about sales is mustering up the faith that your hard work is moving the sales needle. I tell my clients about The Streak and no one believes me until it happens to them.

Focus on sales activity. Every day, every day, every day. Don’t worry about the outcome, just the actions. You might get day after day of rejection that turns into week after week but then - BAM!!! - it’ll all turn your way.

You'll see. Your time will come. And when it does, enjoy it!