A recent infographic we featured on our blog got us thinking a little deeper about the idea of sales as a game. Pinball was the first to come to mind. Just like your sales process, a round of pinball requires strategy in order to win amongst the chaos. Pinball wizards don’t aimlessly flip the flippers as the ball moves through the lanes, and you wouldn’t want your sales reps to do the same as they move through their deals.
The formulation and successful implementation of a strong strategy gives a pinball player a large advantage over someone who just shoots for whatever is lit. The strategy should be very clear in the player’s mind, while flexible enough to adapt to the particular machine being played. In the game of sales, we call this a dynamic sales process.