In 1958, an American professional football team known as the Green Bay Packers experienced its worst season ever. Its results, one win, ten losses and one draw (1-10-1) were its worst since the team was formed in 1919.
The players were dispirited, the Packers shareholders were disheartened, and the Green Bay community was enraged. The angst in Green Bay extended to the National Football League as a whole, as the financial viability and the very existence of the Green Bay Packers franchise were in jeopardy. Obviously the coach was fired.
On February 2, 1959, Vincent Thomas Lombardi accepted the position of head coach and general manager of the Green Bay Packers. Popularly known as “Vince”, Lombardi created punishing training regimens and expected absolute dedication and effort from his players. The 1959 Packers were an immediate improvement, finishing at 7–5. The new head coach Lombardi was named Coach of the Year. The fans appreciated what Lombardi was trying to do, and responded by filling up the stadiums every game for the 1960 season. Every Packers home game—preseason, regular season and playoffs—has been sold out ever since.
In his career as a head coach in the National Football League, which lasted until 1969, Vince never had a losing season, compiling a regular season winning percentage of 72.8 (96–34–6), and 90% (9–1) in the postseason for an overall record of 105 wins, 35 losses, and 6 ties in the NFL. Vince’s performance was well appreciated and the League named its top trophy after him: the winner of the championship game known as the Super Bowl still receives the Vince Lombardi Trophy.
When Vince took over at the Green Bay Packers, he was asked if he was going to change the players, the game style, the training or other key aspects of the team. Vince replied, “I’m not going to change anything; we are simply going to become brilliant on the basics.”
Consistent with the Lombardi method, the key to leading and succeeding in business in times of crisis and rapid change is to become “brilliant on the basics.”
In our economy, characterized by tough competition and low consumer demand, the key to business success is increased sales activity and sales results. Sales results come from brilliant marketing. Success requires advertising, promoting, marketing to, and attracting prospective customers and then selling effectively and converting them into buyers. In times of economic uncertainty, every effort and activity in the organization must be focused on sales generation and new customer development.
Success comes from high sales and failure from low sales. All else is commentary.
At BusinessLink, we have organized a high performance workshop, The Brilliant Marketing and Sales Course, designed to help business owners, sales managers, sales staff, and self employed consultants to grow their sales and win. This is a 6 weeks course, running for four hours a week starting on 5 May 2015, with options to come on Tuesday and Thursday evenings or on Saturday mornings. Full information is available at our web page:
PS: Don’t miss the BusinessLink Netoworking Breakfast Meeting on Friday 24 April, 2015. See our website or call Christine on 0772 854 301 for details.