Are your sales reps Jayhawks or Wildcats?

I’m a big college basketball fan. I enjoyed watching this year’s NCAA Tourney and I congratulate the Duke Blue Devils for winning their 5th National Title.

As a lifelong Kansas Jayhawk fan, I remember them winning the title in 1988 and again in 2008. 2 titles in 27 years.

One of Kansas’ bitter rivals is the Kentucky Wildcats who have won 8 National Titles. UK has a great basketball program and John Calipari is a great coach.

Kansas Jayhawks has the longest current streak of NCAA tournament appearances at 26. 26 years straight of consistency.

The Kentucky Wildcats typically make the post season tournament each year and were National Champs in 2012. BUT, they completely missed the tournament in 2013 as well as in 2009.

What does this have to do with sales?

In a word: consistency.

How consistent are your sales reps? Are they consistent or irregular? Do they consistently hit their numbers or are they all over the board with some great wins along the way?

Do they constantly hit their quota or sales numbers?

Which would you rather have?

Would you rather have a sales team that consistently hit their numbers year in and year out?


Would you rather have a team that’s irregular and unpredictable BUT lands very big clients every now and then?

If you’re in sales or business development, are you consistent daily, monthly or yearly? If no, why?