Home Runs or Singles: A Good Baseball Metaphor for Selling
Adam's Corner
Home Runs or Singles
In baseball, there are two types of strategies. One is building a team around the power hitters going for the home runs, and the other side is hitting singles - also knowns as "small ball". Both have won championships, and both have their processes and management styles that get to the win. I love a good baseball metaphor so let's go down this hole.
The Home Run Strategy:
1. It takes just one swing
2. Each one makes a big impact on the game.
3. You start to rely on this.
4. Home run hitters strike out a lot.
1. It takes just one swing
2. Each one makes a big impact on the game.
3. You start to rely on this.
4. Home run hitters strike out a lot.
The Singles Strategy:
1. One swing doesn't change the game, but requires building a complete team.
2. Less risk on each player, thus less stress on each effort.
3. One swing won't be enough to win.
4. Takes tremendous discipline and focus.
1. One swing doesn't change the game, but requires building a complete team.
2. Less risk on each player, thus less stress on each effort.
3. One swing won't be enough to win.
4. Takes tremendous discipline and focus.
A sales team hunting elephants or rabbits is much like a baseball team hunting home runs and singles. It is okay to hunt for both, but it is important to be deliberate in your daily efforts and know which you are doing and why.
David Ross, the Cubs Manager said the other day, and I am paraphrasing since I can't find the video. ...It was a great effort up and down the lineup today. A true team effort. Each player approaches batting differently. And that is okay. Some players are aggressive, some are super patient, some play aggressive when men are on base, some are contact hitters...We understand that each batter is using various factors, including the game situation, pitch type, and pitcher's tendencies to get on base. Advanced hitters often make adjustments during at-bats to optimize their chances of success. What makes our team effective is that we aren't putting the pressure on just one player. If one player strikes out, that is okay, we know the next one up is going to step up and get a hit....
Okay, so he might not have said it all like that, but that is what I inferred from what he did say. Some players are going for home runs and some for singles. It works as long as you know the skills, strengths and weaknesses of your players and you manage to it.
And, yes baseball is on my mind.
My favorite Moneyball quote, "If he's a good hitter, why doesn't he hit good?"
Adam
