The Sales Game and the Buckeye Spirit: A Playbook for Success, Leadership, and Enjoying the Ride

Sales is war. It’s a battle against quotas, self-doubt, and the dreaded end-of-quarter panic where you’re calculating if you should sell a kidney to hit your number (not recommended, by the way). It’s a mix of strategy, sweat, and survival instincts. And if you want to be the best, if you want to sit at the top of the leaderboard and bask in the glory of your company Slack channel lighting up with praise, then you better be prepared for the grind.

But here’s the thing no one tells you - being number one is hard. Staying number one is even harder. And if you focus only on the outcome and not the journey, you’re going to burn out, miss out on valuable lessons, and probably end up looking like that stressed-out rep who eats lunch at their desk while muttering about their pipeline.

With this next sentence... I WELCOME the haters, but - The Ohio State Buckeyes taught us something this year, something every great sales professional should take to heart. Their season wasn’t a straight shot to the top. It was full of obstacles, roadblocks, and moments of doubt. Hell, I’ll say it first… We won the Natty, took down 6 of the top 8 teams (we are one of those 8), but for the fourth year in a row, we still couldn’t get past that awful team up north. Yet, they kept going, adjusted their game plan, worked as a team, and most importantly - showed up every single day, fully present and committed to the process.

And just like them, in sales, how you show up matters just as much as the scoreboard. Because while winning is great, you’re not doing this alone. Your team, your company, your customers - they all count on you. And if you’re only playing for yourself, you’re not playing the real game.

The Buckeye Blueprint for Sales Success

If you want to be the top performer on your team, you need more than just a good script and a decent close rate. You need grit, adaptability, and a deep understanding of who is counting on you - both inside and outside the company.

This year, the Buckeyes faced some adversity. The injuries, the pressure, the games that had every fan pacing their living room like they were waiting for a life-or-death decision. They had moments where the odds weren’t in their favor. But what did they do?

They stuck to the process. They adjusted when they needed to. And they relied on their teammates to step up when things got tough.

Sales is no different.

If you’re thinking, "I’m just responsible for my number, nothing else matters," you’re dead wrong. You are a part of a bigger machine, and your ability to play as a team player makes a difference in more ways than you realize.

Who’s Counting on You? More Than You Think.

1?? Your Company (The Bigger Picture)

Let’s be blunt - revenue is oxygen. Without sales, the business doesn’t grow, doesn’t hire, doesn’t expand, and doesn’t hit its own targets. You might think your $500K or $1M quota is just a number for you to stress about, but zoom out.

• Your deals impact hiring decisions. Close big? That budget might go toward hiring an SDR to help with lead gen. Miss? Maybe that hire gets pushed out a quarter.
• Your pipeline affects investor confidence. If leadership can point to a strong, growing sales pipeline, they can secure funding, expand operations, and make big moves.
• Your customers rely on your honesty. Selling the right product to the right company means real impact - if they succeed because of what you sold them, you’ve done more than hit a number. You’ve built trust.

2?? Your Team (Sales is a Team Sport, No Matter What You Think)

Even if you’re the top dog, even if you’re the lone wolf who just closes deals and moves on, your team counts on you. And when you work together, everyone wins.

• Share your best plays. Got an email sequence that’s crushing it? A cold call opener that gets responses? Don’t hoard it - share it.
• Lift up your teammates. If you see someone struggling, help them. That rookie rep might just need one tweak to start winning.
• Accountability goes both ways. If you’re slacking, your team sees it. If you’re crushing it, they’ll step up too. Set the standard.

3?? Your Own Future (Play the Long Game)

Yes, the leaderboard matters. Yes, commissions are great. But what about where you’re headed long-term?

• Your reputation is everything. If you’re known as the rep who cuts corners or only cares about yourself, it follows you.
• Your habits now determine your success later. Sloppy prospecting? Bad follow-ups? These don’t just disappear when you get promoted. They become bad leadership habits.
• Your ability to lead matters. Even if you’re not a manager, the way you influence and support others now determines whether leadership sees you as a key player or just another salesperson.

Revenue Metrics Matter, But So Does How You Get There

Let’s talk numbers for a second. The Buckeyes had to execute consistently to win - not just in the final moments, but in every single play leading up to it.

In sales, your targets are a reflection of daily execution. If you think you can just sprint at the end of the quarter and make it all up, you’re setting yourself up for failure.

Sales Revenue Metrics That Reflect a Winning Process:

?? Pipeline Coverage Ratio (PCR): Just like a football team can’t rely on one great play, a sales team needs at least 3-5x their quota in active pipeline to close deals consistently. If you’re only at 1.5x, you’re in trouble.

?? Win Rate: The Buckeyes didn’t just play games - they played to win. Your win rate (closed deals vs. total opportunities) determines how effective your entire approach is. If your win rate is below 30%, something in your sales process needs fixing.

?? Sales Cycle Length: The longer you drag out a deal, the harder it is to close. Just like a football team that wastes time instead of making plays, a salesperson who doesn’t move with urgency risks losing momentum and the deal altogether.

?? ACV Growth: Want to be a true top performer? Don’t just hit quota - increase your Average Contract Value (ACV). Bigger deals = bigger commissions, and more impact on company growth.

The Real Prize: Enjoying the Ride

When the Buckeyes hoisted their championship trophy, it wasn’t just about the final score - it was about every battle, every challenge, and every moment that got them there.

The same is true in sales. If you hit your number but hated every second of it, what was the point?

?? Embrace the grind. The hard days, the no-shows, the deals that fall apart - they make the wins even sweeter. ?? Celebrate small victories. Got a tough prospect to agree to a second meeting? That’s a win. Treat it like one. ?? Be present. If you’re always thinking about the next deal, you miss the moments that matter. Stay in it.

Because at the end of the day, it’s not just about the leaderboard. It’s about how you played, how you showed up for your team, and how much fun you had in the process.

Now go sell like a champion. Go Bucks. ??