The Sales Agility Code: Deploy Situational Fluency to Win More Sales

CHAPTER 8

Situational Readiness

It is interesting to watch sports with someone who really understands the game. The emotional roller coaster that happens when a tennis player misses an easy return or when a striker passes the ball that is easily intercepted by the defense is intense and often coupled by screaming at the television or leaping off the sofa. These experienced fans can see the play developing and understand the opportunities that exist, and it hits them hard when their favorite athlete or team does not take advantage of those opportunities.

Of course, these fans have the gift of perspective, of distance, of camera angles, and of replays. The athletes have none of those things in the moment. The athletes are making a series of decisions ...