The Villanova win in March Madness was amazing to watch—especially with our regional office located in nearby Malvern, PA. What a game and such excitement till the last second! No wonder the fans went wild. Great win for a team based in teamwork and respect for their coach. It reminded me of another great basketball game between Virginia Tech and Florida State I was privileged to watch in person. It also kept you on the edge of your seat—with less than 9 minutes remaining in the game, the Virginia Tech Hokies trailed 64-58. Yet they won the game with a score of 83 to 73. Florida State had better players and more talent yet they lost. What made the difference? Teamwork.
We don’t normally hear much about how collaborating in selling can help us be more successful. After all, organizations seem to foster competition - compensation is based on sales results, rankings of sales representatives are frequently posted and publicized and motivation is often focused on competition.