Sales, Why is Everyone Playing from the Same Playbook?


I think too many sales organizations, their sales people and their sales leaders are playing from the same playbook.


I don’t see enough innovation. I spend an incredible amount of time with sales people and sales leaders and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles. Account planning, contests, cold calling, performance reviews, product pitches, quota management, etc. all look pretty much the same. It feels like everyone is reading from the same script.

I don’t see enough innovation in today’s sales organizations. I see a lot of the same from company to company.

I don’t see enough sales people being creative and unique in their prospecting or selling. I don’t see enough sales leaders instituting unconventional, unique, creative processes, strategies, methodologies or processes to gain an advantage. Everyones is playing from the same playbook.

Winners win, because they do things different. They see things differently than others. Winners create their own playbook.

Are you playing from the same playbook as everyone else?

Anyone know of any truly creative and innovative sales organizations or of a sales person or leader doing some creative things?  Would love for you to share.