My son Kyle is a high school quarterback. Number 11. He's having a great year and I'm extremely proud of him. He loves throwing the football and throwing it long. One day, his coach asked him a question:
"What's the primary job of a quarterback?"
Well, there is an easy answer, thought my son. "To win the game" he said
"Nope," said the coach. "There are 40 players on the team, coaches and a host of other people who are all working together to win the game. Try again."
"Okay, to score as many points as possible"
"Nope," said the coach again. "There are 11 players on offense, and offensive coordinator and others too. Try again."
Clearly frustrated, my son said, "I don't know then."
The coach then asked my son to look down at the football field. "What do you see"
"I see lines and numbers."
"Very good, now what do those lines and numbers mean?"
"They measure how successful you are." My son was starting to get it.
"Very good answer. Now, during a game, how can you tell if you are doing a good job?"
The light went off in my son's head. "I look at the sideline chains. They tell me what I have to do."
"You win," said the coach. "The goal of the quarterback is to move the chains. Whether it's by taking a snap, handing off, passing, using head fakes, or by running the ball. When you move the chains more than the other team, guess what happens?"
"My team wins" said Kyle, now enlightened.
"Mr. Quarterback," he called him. "Your job is to move the chains"
So my question to you, Mr. Salesperson, Mrs. Sales manager or leader of your organization - what are you doing to move the chains? Week by week, month by month, so you will win more often than you lose.
Prospect - you move the chains. Ask some great Russian questions - move the chains. Uncover the true need - get a first down and move the chains. Transfer ownership - You're in the Red Zone. Move the chains. You get the idea.
It's not about the final score. It's getting to that final score by being in the right position at the right time in the right place and continually moving those chains!