Lessons from an NFL Coach: 3 Time-Tested Rules For Transforming a Losing Line-up Into a Winning Team

“You are what your record says you are.” ~ NFL coach Bill Parcells?

Leading your sales team to success in home building today can be every bit as tough as transforming a losing major league football team into super bowl champs.

This can be especially true when your team is struggling.

It’s tough enough dealing with demanding clients, a hyper-competitive market and wildly fluctuating economic conditions. But when your sales team is performing at a sub-par level, far below what you know they're capable of, you’ve really got your hands full.

When it comes to turning losing teams into championship winners, few people today are more qualified to speak on the subject than Pro Football Hall of Fame legend, Bill Parcells.?

Regarded as one of the most influential and successful coaches in NFL history, Parcells won two Super Bowls (1986, '90) with the New York Giants and led the formerly consistently failing New England Patriots to his third Super Bowl in 1996. He then took the New York Jets from 1-15 season before he came onboard, to 9-7 in his first season, and 12-4 in his second — just one game shy of his fourth Super Bowl.

In the high-pressure world of NFL coaching, Bill Parcells has faced numerous challenges you may resonate with. The dynamics of managing a team, dealing with individuals having varying levels of commitment, and turning around a struggling organization all require leadership skills that go well beyond the boundaries of a football field.

So, what can we learn from this legendary leader?

Let’s take a look at Parcells’ rules for turning around a troubled team, and see how they apply to building a winning team in the world of new home sales.

The Power of Confrontation

One common thread throughout Parcells' career is his emphasis on the need for honesty and direct communication. He stresses the importance of addressing performance issues head-on, even if it means uncomfortable confrontations.?

In the world of new home sales, as in football, we must be willing to tell team members what they’re doing wrong in clear and unambiguous terms. If they’re unwilling to listen and adapt, they may not be a good fit for our team.

Confrontation, according to Parcells, is a healthy and necessary tool for leadership. It doesn't mean berating or belittling team members, but instead is all about addressing issues in a positive context.?

"I think you're better than you think you are"?

When leaders provide constructive criticism and challenge individuals to perform at their best, it can lead to personal growth and improvement. Parcells' mantra, "I think you're better than you think you are", demonstrates the power of believing in every individual’s potential, and motivating them to exceed their own expectations.

Take Charge From Day One

Parcells also underscores the significance of establishing leadership from day one. Waiting to earn respect and authority can be a mistake, allowing unproductive behaviors to persist. As a sales leader, you must assert yourself early on, making it clear who’s in charge, and setting the tone for your company’s culture.

In his article in the Harvard Business Review, titled The Tough Work of Turning Around a Team, Parcells writes, “After I talked to them as a group and established my credibility as a leader, I began talking with them personally. Those conversations also give me a basis for making an honest evaluation of every player.?

“It’s all too easy to come into an organization that’s been struggling and make blanket judgments about everybody—to think everybody’s failing. But that’s a mistake. There can be many hidden strengths on a team, just as there can be many hidden weaknesses.?

“The only way you can bring them to the surface is by watching and talking with each team member. You’ll quickly see who’s a contributor and who’s an obstacle. And, for the good of the team, you’ll want to move swiftly to get the obstacles out of the way. The hard fact is that some people will never change.”

Parcells' philosophy extends to building a culture of success, one step at a time. Setting achievable goals and celebrating even the smallest victories helps instill confidence in your team. Success breeds success, and each accomplishment reinforces the belief that the team can achieve its ultimate goals.

Pick The Right Players

In a world where loyalty can be fleeting, Parcells acknowledges the challenges of building and maintaining a winning team.?

When it comes to adding new players to your team, you’ve got to be very careful. Just one mistake can have a lasting and disastrous effect. Unfortunately, there’s no sure-fire formula for selecting the right people. It often involves trial and error, and you'll very likely encounter individuals who simply don't meet your expectations. It just goes along with the turf.

However, over time, you begin to develop an instinct for identifying the players most likely to thrive on your team. Interestingly, it's not always the person with the most impressive reputation or skill set who proves to be an ideal fit. More often than not, it's an individual who comprehends the level of commitment required for success and is dedicated to putting in the necessary effort.

As a sales manager, picking the right people is mission critical to your company’s success. (No pressure, right?) Identifying and recruiting players who are committed to the team's goals and willing to put in the effort can make a huge difference. And, it's not always about reputation or talent; it's about shared passion and dedication to winning.

Get Help When You Need It

Transforming an average or even sub-par team into Super Bowl level superstars can be one of the most exhilarating experiences you’ll ever have. It can also be one of the most challenging. Why go it alone? SaleSolveEverything has your back, every step of the way. Check us out at SaleSolveEverything.com to learn how we support winning sales leaders every day.?

Or give us a call at 888-738-4020, and let’s chat about your goals and how we can help you reach them. Go ahead, call now — We look forward to helping you build the most amazing sales team ever for your company!