Golf and Sales - 18 Steps to Create a Sales Process (Part 1 of 2)

We’re in Michigan. Except for a few yahoos, not too many of us are playing golf. So in the spirit of wishing it were spring, I decided to create a piece on linking golf and the sales process. We’ll equate 18 holes of golf and the 18 steps it could take to create a sales process.

You know those flip books that PGA golfers get out of their back pocket every shot? I think they’re officially called yardage books. They provide a layout of each hole showing where the bunkers are located, how far to the water, which way the green slopes, etc. It got me thinking…What does sales put in their “yardage book”?