Tom Watson, Stewart Cink and Two Mental Coaches

Bravo to Tom Watson for yesterday’s ‘almost win of the century’ in the British Open. If you were glued to your TV as I was, you might have been emotional. Not at Watson’s loss–but emotion at the guy coming from nowhere a week ago and putting on a performance of a lifetime–at a time in his life when he shouldn’t be playing majors. (Actually, I don’t agree, though some say that.)

Watson gives those of us in our 50′s belief that it’s “never over.” Thanks Tom.

The Mental Side of Golf

But another comment that we at “inside the sales mind” heard was Stewart’s speech. He thanked his coach, Butch Harmon, his conditioning coach, and — get this — his two mental coaches. I’ve always heard Tiger has one ‘mind coach’ but two? Oh well, if that’s what it takes, go for it.

In a game that is as mental as golf, why not.

But what about business and sales? Isn’t that mental? It’s not just about activity–but the right activity–with the right mental framework.

Do you have a mental sales coach? Preposterous right? Well maybe not. Here are some thoughts about where a mental coach can help us.

1. When we’re in our comfort zone. Actually, we’re ALWAYS in our comfort zone. So we really need someone there all the time to keep us moving to the outer reaches of that zone. This applies to our income, sales goals, activity levels and how we look at the market.
2. When we call too low. I believe calling too low is a mental issue. If you continue to call at a level where the decision is NOT made, then don’t blame others for mediocre results. Who you call on has more to do with your self-image than you might think.
3. When we see ourselves there to ‘sell.’ Wrong. We’re not there to sell. We’re there to find and solve problems. But, beaten in to our heads, from our first sales job to our current one, is this notion that the ‘harder we sell’ the better we do. We need an impartial, unbiased 3rd party there to keep our head right on this one. (A sales manager cannot be a ‘head’ coach–too much invested in the game.)

So, hopefully, we can take a lesson from Stewart Cink. Maybe mind coaches aren’t such a waste afterall. No one’s laughing today.