The Olympic games were an exhilarating, inspirational, and heartwarming experience for athletes and spectators alike. Every four years we witness triumph and tragedy as competitors battle for gold. This year we witnessed some exciting events which can teach sales managers a lot about building the right team and running a successful operation. Here’s what the 2012 London games have taught us about sales management:

Role players are essential for a winning team.



A role player is someone who is brought on board because they excel in one skill set. As many seasoned vets will tell you, finding a team of well rounded all stars can be an extremely difficult thing to do. Filling the gaps with the right role players can help your team win the gold.

Case in point: the U.S women’s gymnastic team. McKayla Maroney was brought to the Olympics to compete in one event. Her high flying acrobatics were unmatched by any other team and gave the US team a commanding lead from the start. While her contributions were limited to this one event, her efforts were an undeniable part of the overall success for the team. Your team too should have a McKayla Maroney of sorts. Maybe they are a whiz prospector or a powerhouse closer. Having role players will contribute to the success of the overall team.

Talent is limited by motivation.



In the lap lanes this year, the buzz was surrounding the epic showdown between Michael Phelps and Ryan Lochte. Phelps was considered a favorite for nearly every race he participated in. Yet much to his dismay, his efforts seemed to fall short of expectations. While Phelps natural talent has set him apart for several years, it was Lochte’s motivation which set the two apart in the Olympics. Lochte who trained much like a powerlifter rather than a swimmer simply put in more time and effort to ensure his success. Although Phelps ended up with more medals, the effort of Lochte shouldn’t be overlooked.

This is a serious lesson for sales management as well. Tip: top performers can get by on talent alone, but without motivation their efforts can fall flat. Find out what motivates your team and push yourself to push them. You will be surprised by how your entire team can hang with the top guns when motivated properly.

Appreciate every opportunity.



While not every Olympian is able to win a medal, the fact still stands that they are a world class athlete who received an opportunity most dream of. In interviews with the athletes we heard time and time again how thankful they were just to be at the Olympics at all. The outlook we have on sales should be no different. We can never forget that we should be thankful to do business with customers, not the other way around. Regardless of the volume or frequency which your customers give your business, thank each and every one like they are your most important customers – make them feel like they are all gold medal winners!

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