With the NBA Post Season kicking off this month. I am reminded of my favorite saying from one of my favorite players.
Rasheed Wallace was a professional basketball player. He stared in college at the University of North Carolina. That automatically makes him a great guy in my book. After leaving the University of North Carolina, he played professionally in the NBA for 16 years and played for the Washington Wizards, Portland Trail Blazers, Atlanta Hawks, Detroit Pistons, Boston Celtics and New York Knicks. Rasheed is most likely know for two things. First, he received a record number of technical fouls. In the 2000-2001 season, Wallace received 41 technical fouls over a span of 80 games. Second, is the saying, “ball don’t lie!”
Rasheed would yell this during the game. When he was called for a foul that he disagreed with that resulted in the opposing player going to the foul line and the player missed the free throw, he would yell: “Ball don’t lie!” The thought process in Rasheed’s mind was that the basketball gods and therefore the ball realized that it was not a foul and they rewarded Rasheed and his team by having the shot miss. No matter what the referee felt or what the opposing player felt, at the end of the day, Ball don’t lie.
In the sales world, there is one thing that does not lie either. Your activity don’t lie. Your “ball” to Rasheed Wallace would be your daily activity. You can try and blame the economy, your competition, the prospect, or some internal issue your company is trying to work on, but at the end of the day, your activity don’t lie. Did you make the prospecting calls you needed to make to get the job done? Did you have the number of meetings needed to be successful? If you answer no, the activity don’t lie and your performance will not be where you want it to be.
Jeb Blount, in his book, “Fanatical Prospecting,” talks about the rule of 30. The premise of the rule is the activity you do over the next 30 days will payoff for the next 90 days. If you are currently sitting in a slump, look back over the last 60-90 days and was your activity where it needed to be? Most likely, you missed your targeted activity levels required to be successful. Again because the activity don’t lie.