The Great One. The greatest hockey player of all time. Even the greatest athlete of all time. Wayne Gretzky has been called many things throughout the years, but he’s never been called a letdown, disappointment, or failure. Wayne Gretzky’s DNA won’t allow him to be satisfied with anything but the best. Those of us that aren’t great hockey players, but want to be the best at other aspects of life, can learn a lot from this legend.
Wayne Gretzky has many quotes that have become immortalized, but these two transcend hockey and have motivated mothers, famous CEOs, little league players, factory workers, and nearly everyone in between.
“I skate to where the puck is going to be, not where it has been.”
“You miss 100% of the shots you don’t take.”
The late, great CEO of Apple, Steve Jobs, adopted the first one as his own to describe what he was trying to do at the Cupertino-based tech company. He didn’t want to be stuck just creating personal computers or even portable music players (where the puck has been). Jobs knew where the puck was going, and he guided the company to unparalleled success with that vision.
The second quote, “You miss 100% of the shots you don’t take” takes on a bit more of a personal note. My dad reiterated that statement countless times throughout my childhood while playing little league baseball to high school soccer. If you never at least try, then you definitely won’t succeed. A lot of times, even when you do try, you still won’t score. However, it beats the 0% chance of scoring if you don’t shoot.
If you want to become the Wayne Gretzky of your sales team, you need to adopt some of these mindsets. Far too often, salespeople wait and wait for what we call “the perfect sale.” It’s where everything lines up perfectly, you give a flawless pitch, and they buy your product. But the perfect sale is almost as rare as a perfect shot in hockey. Sometimes you just have to shoot and hope it goes in. Very few of the 894 goals Gretzky scored in his career were perfect shots, but perfect shots and decent shots that find a way into the back of the net all count the same.
Don’t be afraid to move forward with a deal even if it isn’t the “perfect sale.” That being said, you never know when an opportunity may materialize and always being ready to make a sale is critical. That’s why we have spent so much time and effort developing our mobile app, Cirrus Insight Mobile. By integrating Salesforce data into your inbox, Cirrus Insight provides access to valuable information about each contact where you speak with them: via email, not on Salesforce. The mobile app provides the same accessibility, except you can now work from basically anywhere!
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