Is there a  connection between Golf Mastery and Sales Excellence?

Absolutely!  Top competitive athletes generally make very good sales people. What are some of the common traits that great golfers and great sales people have in common? Among the common traits that are the critical success elements shared by top professionals are:

  • Discipline
  • Perseverence
  • Focus
  • Personal accountability and
  • Self awareness


I have been a golfer for over 30 years, taking up the game for my customers who loved the game. After my initial embarassment  playing at our regional golf outings,  I have come to understand and have fallen in love with the game. To me there is no better elixir than to walk up the dew laden fairway on a summer morning, listening to the birds singing and seeing the sun burst through and then over the tree line.  It is here that I reconnect with all that I cherish.

I am passionate about both golf and sales and  have endeavored to reflect on the connecton between the two..  The result… “Keep it in the Fairway, “ 18 principles to improve your sales handicap:  a short book  highlighting 18 lessons in golf and sales.

Walk the fairway with me and gain key insights in ways to improve your sales results.

Enjoy the Walk… It is an honorable game

Get the Book here







Want to Hit Your Sales Goals? Think Realistically


Avid golfers understand in order to reach their goals, they must first be able to envision themselves achieving those goals. For instance, a golfer who wants to complete a particularly tricky hole under par must spend time thinking about how to place each shot to the best advantage for reaching that goal. Salespeople are no… Read more »

How to Effectively Measure and Monitor Sales


Beginning golfers take a rudimentary approach to their game’s statistics: They try to get as close to par as they can, and they don’t worry about the rest. As their abilities improve, however, golfers realize they have to pay attention to more than simply the number of strokes. They also need to look at numbers… Read more »

Are You Effectively Managing Your Sales Productivity?


Like successful golfers navigating a tough fairway, successful salespeople are adept at navigating the nuanced world of sales, from relationship management to business envelopment, proactive sales responses and administrative tasks. At times, their ability to keep everything moving fluidly seems almost superhuman in nature – but it isn’t. How do they do it? Top salespeople… Read more »

3 Vital Tools to Possess in Your Sales Bag


Without the right clubs, a game of golf is impossible to play well. To hit the shot you want, you need the right equipment in your golf bag. The same is true for sales. With the right equipment in your “bag,” you can effectively address any obstacles a sales prospect places in your path. Three… Read more »

Business Development in Today’s digital economy


Business development has changed dramatically over the past 15 years, and that rate of change is accelerating. In 1981, fresh out of college and eager to make my mark in the business world, I joined a small firm competing with ATT following the ATT/Bell divestiture.  The extent of Business Development at the time consisted of… Read more »

How to Tear Down and Evaluate Your Sales “Swing”


Repetition and discipline are the core of a great golf game. The repetition of solid fundamentals in a golf swing and the discipline to stay focused and own that swing leads to consistent success, and allows a golfer to focus on other adjustments to advance their game. Golf swings are all about mechanics and the… Read more »

Three Sales Fundamentals All Successful Salespeople Master


Some golfers dislike practicing. They just want to hit the links and get on with the game they love. However, golfers who want to improve must spend time practicing their fundamentals. Tiger Woods was blessed with natural ability, but at his peak, he would begin practice days at 6:00 a.m. and wouldn’t pack it in… Read more »

How to Identify a Breakdown in Your Sales Process


If your sales teams aren’t providing the results your company wants or needs, it may be due to a breakdown in the sales process. Here are several common breakdown points in the sales process and how to address them. There aren’t enough prospects in the pipeline. When customers are thin on the ground, sales staff… Read more »

How to Recruit and Retain Top Sales Talent


Finding top salespeople is a major concern for every sales department. There’s just one catch: the best salespeople are already working. In order to attract their attention, you’ll need to go above and beyond. Here are several strategies that can help your sales department attract, hire, motivate and retain outstanding sales staff. Build a brand…. Read more »

Relationship Nurturing in Sales: 7 Best Practices to Follow


Sales can be “good” without building strong relationships, but those relationships are required if a salesperson is to transition from “good” to “great.” Building strong relationships with prospects and current clients is a skill, which means your staff can learn to do it. Here are seven specific strategies that can help build the skill and… Read more »