What Sergio Garcia
Can Teach You About Selling
Sergio Garcia probably can't teach you much about
selling. As a matter of fact, you can probably teach
him more about selling than he'll ever need to know.
But there is something about Sergio and the
game of golf, which if applied to the game of selling,
can be very instructive for you.
Instead of assuming everyone reading this newsletter
knows Sergio Garcia - let me share a few factoids with
Sergio is a professional golfer. He's 29 years old,
5 ft. 10 in. and weighs 160 pounds. His nickname is
He's won 19 golf tournaments worldwide including 7 on
the PGA Tour. He has an extremely impressive Ryder Cup
Imagine someone asking Sergio Garcia if he would have liked
earning $2.5 million more last year playing golf. I'm
guessing he'd say, "Sure - what would I need to do?"
Well, it turns out, if he had one less putt in each of
the 18 tournaments he played, and made the cut
during 2008 - he would've earned an additional
$2.5 million for the entire year.
He ranks 196th with his putting statistics - not good
for a top ranked player.
The most recent statistics I could find had Sergio
averaging 33 putts for each round of golf.
Each tournament, when the player makes the cut,
usually includes four rounds of golf - weather
Let's do the math. On average he had 132 putts per
tournament or 2376 putts for the 18 tournaments he
It's hard to believe, but believe it - Sergio Garcia
would've earned an additional $2.5 million last year -
had he recorded 18 fewer putts during the year. If
he improved his putting by .008% he'd be a lot richer
Okay let's put this into a sales perspective. Sergio Garcia
needs to do something less - one less putt for each
tournament he plays.
In sales, you need to do one more thing every week.
Take a look at these numbers.
Let's start with 365 days a year.
Subtract 184 days - this includes weekend days, vacation
days, home office days, sales meetings and sales training,
sick days and of course lost days. Lost days include bad
weather, taking the day off before Thanksgiving, and the
time between Christmas and New Years etc.
That leaves you with 181 selling days. Let's assume you
make five sales calls on every selling day. That equals
905 sales calls in a year.
During the last 20 years, during my sales training
programs, I've asked thousands of salespeople this
question. "If your company asked you to make one
additional quality sales call every week - could you
commit to doing it?"
It's been my experience over the years that 90% of all
salespeople said they could do this.
So that would be an additional 50 sales calls per year.
When you divide 50 by 905 that equals a 5.5% increase
in your sales call productivity.
Think about what kind of impact that would have on your
A minor adjustment with a big impact.
For Sergio Garcia to earn more - he has to have one
less putt in every tournament he plays.
For you to earn more - you need to make one extra quality
sales call every week.
Now think the unthinkable.
What would happen if you made two more quality sales
calls every week?
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This was my fourth sales training program with
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I have taken away 2-3 new ideas to help me sell more.
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Ralph Waldo Emerson
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