I’ve been an admirer of the TV show Deadliest Catch for several years now, ever since I met the show’s narrator, Mike Rowe, and heard first-hand his stories about fishing for crab on the Bering Sea. It’s not a place for the weak-minded, that’s for sure.
The new season recently kicked off and, as I was watching, it hit me how much fishing for crab is like sales. Hear me out.
As the fleet was about to set sail, many captains found out their quotas were cut and, in some cases, cut drastically. This left some captains, such as Sean Dwyer of the Brenna A, scrambling to secure more quota so he and his crew could make more money.
Does that sound familiar as a sales leader? Sales professionals must hit their quota each year in order to reap the most rewards possible. That number is their first and foremost concern, and they immediately plot a course of action that can lead to it.
Captains do this by using their knowledge of the sea (such as water temperatures, depth, etc.), the intel they pick up from other captains and information from the tools (technology) they use to plot the fastest course to catch the most crab in the shortest amount of time.
Sounds like the job of a sales leader to me.
One of the best ways to ensure sellers meet their quota is to implement a sales enablement program. According to recent research from CSO Insights, sellers with a sales enablement function in place achieved 10.2 percent more in revenue plan attainment than those without it. Just think of the quota you’re leaving out at sea by not investing in enablement.
As I watch the rest of the Deadliest Catch unfold this year, I’ll report back on what we can learn from the Bering Sea captains and how it relates to sales and service. In the meantime, if you want to learn how sales enablement can impact your business, attend the upcoming webinar, Sale Enablement: Making the Pain Worth the Gain, on April 25 at 2 p.m. EDT.