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







Tee it up for Sales success!


A unique and engaging sales workshop Well it’s that time of the year again, when we shed the winter attire, come out of hibernation  and our thoughts turn to chasing that little white ball around…     Each require discipline, practice and versatility as each shot, each sales engagment challenges us. Over the years I have… Read more »

5 Signs You Need to Bring in an Outside Sales Coach


Often, sales team leaders start to look for solutions when it becomes obvious the status quo isn’t working. But how do you know the status quo is the problem? Here are five signs you need an outside sales coach, and how to choose a sales coach with the skills to address each problem. You can’t… Read more »

Aren’t Hitting Your Sales Goals? This Could Be Why


Is your sales team fully staffed, but failing to reach the goals you expect of them? Have multiple attempts to address the problem failed to pay off in increasing numbers – or left your team still short of its goals? If so, it may be time to dig deeper. Falling short of your sales goals… Read more »

New Sales Leader? How to Thrive in Your Role


Many companies appoint a new sales executive in an attempt to solve a problem. They want the new leader to address missed sales quotas, reduce turnover or fix other issues on the team. As a result, a new leader often feels “under pressure” to deliver results. Here’s how to take concrete steps to improve your… Read more »

8 Habits of Remarkable Salespeople


Top salespeople don’t “luck” their way into success. They don’t stumble across their skills by coincidence. Top salespeople identify the core habits that lead to their success, and they practice them daily. Because success is a practice founded on habits, any salesperson can develop the habits needed to succeed. Here are eight habits of remarkable… Read more »

Lesson learned by a New Sales Manager


It was sometime during 1994 that my Sales Director came to me and asked me to take on the role of sales manager.  For over 7 years I was a top performing sales rep for  MCI, a fortune 50 company.  My Director felt that since I was a strong salesman, I must automatically  have what… Read more »

Best Practices for Sales Leaders Workshop: March 21, 2018


Front line sales management is the toughest role in any sales enterprise Many times, the best sales people are promoted to sales, only to find that those traits which proved essential when selling, do not translate to success in leadership.  In addition, there is little effective sales training in the market The most common problems… Read more »

How to Use Your DISC Assessment to be a Better Salesperson


Employers and employees alike have used personality assessments for years. Employers like these assessments because they help gauge how employees fit within a team or department; employees like them because they both affirm strengths and suggest ways to improve upon weaknesses. Although dozens of personality assessments exist, not all assessments are created equal. For salespeople,… Read more »

Leadership Lessons from a Rookie Coach…


“The Drought…” Buffalo fans had lived with the playoff drought for 18 years! I will spare the details, but as many lifelong Bills fans will attest, it has been a disappointment and embarrassment as we employed nine head coaches over that time to rescue a listless franchise. We threw millions of dollars at premiere players,… Read more »

Top Grade your sales enterprise


How many of your sales people are actually paying for themselves? Interested in Knowing? Calculate the Break even point for your sale people: A) Compute total compensation (Salary,+ commission payout) Now add all of your benefits to the total comp above (assume 30%) B) Multiply that rep’s annual sales number by your average Net profit… Read more »