One of the coolest things about golf is that every now and then, a weekend golfer with below-average skills can strike a golf ball as well as the best golfer in the world. We can’t hit 95-mph fastballs, make three-pointers with Draymond Green in our face, or perform triple-double dismounts off balance beams (I don’t think anyone can except Simone Biles). But we can drive balls off tees and sink putts like we’re world champions … every now and then.
However, if we took all our standard weekend golf warriors and lined them up against an average pro, what do you think would happen during 18 holes? Heck, two holes? The pro would continue to perform with excellence and the average Joe would fall apart during most holes, making a pretty good shot every now and then. In golf, excellence just happens every now and then if you show up regularly.
It's the same in the job of sales. A salesperson could simply show up to a meeting, ask a few questions, propose the things requested by the customer, and win the sale. No better or worse result than the seasoned professional who continually works on their craft, prepares for every sales call, and notices every detail of their customers’ environments. In the security industry, this has been happening quite a bit over the last several years. The market is booming! Below-average salespeople are blowing out their quotas, driving luxury vehicles, and wondering why their counterparts work so hard on the details. All that hard work hasn’t mattered too much lately.
It’s about to matter.
Rising interest rates are slowing new construction and your current customers have upgraded their security systems multiple times since 2012. As the inflation controls take effect, the economy will slow, fears will rise, and budgets will be cut. And this time around, security will be included in the cuts because of all the work that has been done lately.
You’re about to be faced with a very difficult par-5, full of water, sand, and a green that putts like a driveway. Maybe you’ve been keeping up with Rory McElroy on the last few kiddy holes, but now it’s the real deal. Time to play grown-up ball. Time to pay attention to the details. Time to train yourself and become better at your craft.
The seasoned pros are going to be fine. Will you be?
