Legendary Vistage Speakers Jack Daly and Morne’ Smit tell Vistage groups around the world that sports teams are run better than most businesses. Why? Because of the emphasis on practice and preparation before the game. That said, it’s a paradox that more businesspeople, who are among the most avid fans and urge teamwork and winning, don’t demand the same thing from their teams before sending them out in the field to practice instead on their customers. If you really want to improve your sale gam Morne Smit gives a great video tutorial for sales leaders for making role practice an integral part of your sales management process.
Messrs. Daly and Smit are not alone in their belief of the importance of role play. Vistage speakers Casey Brown and Doug of Boost Pricing have helped hundreds of Vistage members develop new pricing strategies to drive profitability. In a short blog post they write that “role play is one of the most effective tools to prepare your sales team for real-life customer conversations.”
No one wants to do it, but leaders need to make their teams “eat their veggies.” Ms. Brown and Mr. Butdorf make a compelling case of why your team needs to “Role Play and Eat Your Lima Beans.”
