I found an interesting article in the sports section today about all the work Phil Mickelson has recently done on his golf game. It reminded me of some thoughts about the business of selling and the need to be constantly upgrading your selling "game". True professionals never rest and are always working to improve their results...amateurs are content to stay the same, be comfortable, just "play" and accept what they get. What did Phil do that the rest of us can learn from?

First, he had to make the decision that he was willing to go through the difficulties involved in changing his game. He was committed (mentally) to be a top player and his commitment provided the resolve necessary to endure the hardships of change. I would also guess that there was a strong desire to succeed backed up by the relentless pursuit of perfection, fed by his desire to win as well as the financial rewards that would follow. To succeed in sales, you must be driven to win (personal fulfillment) and have a desire for "more money" (public and personal scorecard) driven by goals that require money to achieve. To those who say "money is not the most important measure of success" get a new job!

Second, Phil realized he needed help, looked for a new coach and hired the best (Butch Harmon, Tiger Woods coach). Like most professionals in any business, top players realize in order to improve they will need help. They realize if they knew how to get better they already would have and know that improvement is unlikely without some outside influence (training). Most top performers are coach-able and look for help. Do you have a coach, are you coach-able and do you accept help? Without help you will be stuck and unlikely to reach your full potential.

Third, by making the changes suggested (shortening his back swing to limit errant shots) he was able to get more control of his shot and improve results. Now the improved results are making him "believe" he is a winner and he can't wait to play the next round. Are you in control of your game (sales call) and ready for the next call? Or are you desperately waiting for the day to end? Most sales people lack control of what happens to them and feel frustration as a result. If you feel frustration in sales know it is a direct result of not controlling what happens in your business.

And through all of these changes the most important is not so much the technique but the new confidence and belief in his ability to succeed (training and development builds confidence). Now maybe the next time he wins the Masters and dons his next "green jacket", he won't look at his daughter and say "can you believe Daddy won", instead he'll say "see, Daddy is a winner!"

Action Step: Look for a coach (this weblog can be a good first step) and be willing to change your game. Make a decision on what part of your game needs to change and take action. If you can't decide how to get better, congratulations, you're closer to the top than you may think! Get more help and continue your rise... be a professional and not just an amateur!