Are You a Sales ACE?
Mike Ditka, the coach of the Chicago Bears described the key qualities that he looked for in a player and a person: attitude, character and enthusiasm (ACE). the same philosophy can be applied in any work environment and especially to customer-facing roles, such as sales, sales operations and sales enablement.
In 2004, I had the opportunity to hear Mike Ditka speak at a corporate event. You may remember him as “Da Coach” of the Chicago Bears for 11 years. At the event, Ditka described the key qualities that he looked for in a player and a person: attitude, character and enthusiasm (ACE).
I believe the same philosophy can be applied in any work environment and especially to customer-facing roles, such as sales, sales operations and sales enablement.
During his first team meeting, Coach Ditka told his players that within two years they would go to the Super Bowl. Players who rolled their eyes or shrugged their shoulders at this announcement were gone within six months. Ditka wanted players who brought attitude, character and enthusiasm into the locker room, onto the practice field and to the team’s games. The Chicago Bears went to the NFC Championship game in Ditka’s second season as head coach and won the Super Bowl the following year.
Attitude, character and enthusiasm are intangible qualities that don’t lend themselves to easy measurement. Whatever you’re selling, every time you pick up the phone or walk through a customer’s door, make sure you’re a sales ACE.