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Home , Baseball, Tony Gwynn

MOTIVATION

The Linc Service June/July Sales Insights video was produced by John Kennedy, an energetic, enthusiastic and nationally-recognized speaker, author and strategist. In the video edition of Sales Insights, Kennedy discusses motivation: What do you do to get up for the day? What way are you setting yourself up for success? What mindset do you come to work embracing...if it's one of opportunity, you will create opportunity. If it's one of challenge, you will create challenge. Join John as he describes the everyday winning choices that will take you and your team to the next level. This video offers interaction and group discussion and should be viewed with your sales team during your monthly team meeting.

To learn what motivates Director of Sales Training and Development Loren Smith to pursue “Perfect Practice,” read his account below of his life-changing conversation with legend of the Padres.

PERFECT PRACTICE

Having been born and raised in San Diego, , I was able to grow up watching one individual start, succeed and finish his professional career in . Every minute was truly an honor to witness. Tony Gwynn, also known as Mr. Padre, made his first major league baseball appearance July 19, 1982, playing against the . I was one of 33,000 + fans in the stands who was able to see this young, promising player gather his first of what would become 3,141 total hits over a 20-year career. Mr. Gwynn went to achieve numerous records, milestones and goals over his career. Known as one of the most prolific hitters in major league history, Mr. Gwynn won eight titles and joined the elite club of hitters with more than 3,000 hits. As a baseball player myself, I modeled my hitting style after his, because he was the best in the business. You could not help but marvel at just how amazing he was when it came to hitting. It was truly remarkable to see someone who was so much more advanced and successful than all the others who were completing the same task, day in and day . The fact that he played for my beloved , who I rooted for my entire life (yes, it is very painful to do that year in and year out) made it that much more special.

In early 1984, I had the opportunity to meet Mr. Gwynn at a charity event and was fortunate enough to speak with him for a few minutes. I asked him what he thought was the most important part of hitting and being an upper echelon hitter. Without any hesitation he said “Perfect Practice.” He explained that early in his career his idol, Tedd Williams (quite possibly the greatest hitter of all time), told him that to be perfect you need to not only practice, but to practice perfectly. Mr. Gwynn told me that before every he would take no less than one 150 swings in the to get his rhythm for just that game. In addition, he consistently took batting practice after each game to work on what he thought needed work from the game he had just played.

He further explained that he believed “Perfect Practice” was the key. Analyzing his swing through video tape gave him the ability to find the adjustments needed to swing perfectly. Lastly, he told me that he made sure to study every he would face, so he would be more prepared to face them than they were to face him. He said, “the person, who is most prepared, consistently, wins more.”

You should have seen me, with my eyes as big as , as he spoke to me. To me it was like speaking to a superhero. Before our time was cut short, I was able to ask one last question: “If perfect practice makes perfect, how do you become perfect?” He simply looked at me and said, “You just need to practice. Practice, plus coaching, plus analysis equals perfection.” I remember that conversation like it was yesterday. His philosophy stayed with me - not just through my own baseball career but through my professional life as well.

Even after he retired from major league baseball in 2001, concluding a 20-year career, he stayed in the game. He elected to take on the position of for his alma mater - San Diego State. There he was able to share his philosophy, wisdom and experience with young, upcoming players who wanted to excel at what they did. Mr. Gwynn was not just a meticulous player, he was just as strong as a teacher and a mentor. The teams he coached practiced far more than any of the other college teams and it showed with exceptional, consistent player growth. His 12 seasons coaching truly showed Mr. Gwynn’s passion for the art of “Perfect Practice.”

With great sadness, Tony Gwynn passed away June 16 at the early age of 54. Far too early for such a great man who still had so much to contribute. I will forever remember that magical day in 1984, when I was able to spend a few minutes with him - getting his lifelong insight. Not only did it shape my baseball career, but his advice has affected my professional and personal work ethic more than anything else outside of my mentor - my father.

What we do, day in and day out, as sales people throughout the Linc Service network takes hard work and commitment. Without the component of “Perfect Practice,” we will fall into what Mr. Kevin Kovak calls the “Average Hall of Fame.”

Throughout the entire network there are several sales professionals who, year in and year out, consistently achieve sales greatness. They are at the top of their game and the best at what they do. If you closely, all of them share a driving passion for “Perfect Practice.” Successful sales people thrive by constantly using role , strategic account management and a combination of the two in order to excel at what they do and to eliminate their . At each meeting they attend, they are the most prepared and consistently succeed at closing sales. Remember what Mr. Gwynn said he did before every game: he took a minimum of 150 swings in the batting cage. Practice, prior to game time will always make you more comfortable during the game. The result of “Perfect Practice” is increased success. The more prepared you are, the greater your chance at success. Practice is not glamorous, but practice will surely make you glamorous. No one wants to be average. So if you want to be in the Linc Service Sales Hall of Fame, you need to make “Perfect Practice” a ritual in your routine. Without it, survival will be nearly impossible.

“Perfect practice makes perfect.” To practice perfectly, Mr. Gwynn told us that practice, plus coaching, plus analysis equals perfection. If you are not achieving the sales goals you and your have set, I urge you to look in the mirror and ask yourself: “Am I practicing enough?” If the answer is yes, you are not practicing perfectly. If the answer is no, then you need to make a change. You cannot show up on game day expecting to perform at a high level. That approach has never worked. Not even for Allen Iverson.

Good selling to you all!

Now, more than ever: UPCOMING SALES TRAININGS: Stay Consistent – Be Persistent©

Maintenance Sales I Maintenance Sales II Loren Smith August 11 - 15, 2014 September 3 - 5, 2014 Director of Sales Training & Development 770.521.7564 , PA Irvine, CA

Sales Leadership Maintenance Sales I August 18 - 21, 2014 September 29 – October 3, 2014 Atlanta, GA Atlanta, GA