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Coaching Championship Sales Teams: Pat Summitt Says it All!

Posted by Tony Cole on Thu, Apr 06, 2023

There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.


The below information was published on June 28, 2016, the date the late GREAT Pat Summitt passed away.

The numbers are astounding: 1098 career victories (most ever by a male or female), 16 SEC titles, 22 Final Fours, 8 national championships, and 7 national Coach Of The Year awards.

An average of 16,565 fans per game in 1999. An Olympic gold medal as the coach of the 1984 U.S. team. A Naismith Hall of Famer (2000). A Medal Of Freedom Award in 2012. Author of three books. Yet as we honor Pat Summitt for what she accomplished in 38 years as the Tennessee Vol's women's coach, we remember what she did on and off the court.

20 years ago we developed our Sales Managed Environment program to help companies strengthen/develop the link between sales strategy and sales execution. That link is the role of sales management. You may not call it that in your organization but someone, somewhere in your company is responsible for the following:

  • Recruiting: Hiring Better Salespeople
  • Developing: Coaching for Success
  • Setting Standards: Accountability and Responsibility
  • Growing Sales: Implementing an Effective Sales System
  • Leading: Motivation that Works

These are the five pillars for developing a strong, successful Sales Managed Environment.

Here are five quotes from the late Great Pat Summitt. Read them as a guide to help you build a consistent championship-quality sales growth team.

  1. Setting Standards: “If you don’t admit a mistake and take responsibility for it,  you're bound to make it again.”
  2. Developing: "A guy raised his hand and asked if I had any advice when it came to coaching women. I gave him a death-ray stare and said, 'Don't worry about coaching women, just go home and coach basketball'."
  3. Growing (winning) Sales: Offense sells tickets, defense wins games, and rebounding wins championships."
  4. Recruiting: "You can't always be (have) the most talented person in the room, but you can be (recruit) the most competitive."
  5. Leading: "Everyone thinks we may curl up and die. I don't think it's going to happen, so put away your hankies."

My closing thought from Coach Summitt: 

“It's what you learn after you know it all that counts the most,"

What is it that you or your sales team could learn, should learn now that they know it all?

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Topics: Sales Management Training, sales managed environment, effective sales management, consistent sales results


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    Anthony Cole Training Group has been working with financial firms for close to 30 years helping them become more effective in their markets and closing their sales opportunity gap.  ACTG has mastered the art of using science-based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss our weekly sales management blog insights from our team of expert contributors.


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