Football season is around the 
corner, and NFL players are reporting to training camps. It’s a compressed, intense time of preparation, and NFL coaches need everyone to be focused.
But how does a team do that when so much drama is playing out? Headlines are full of diversions like contract holdouts (running back Marshawn Lynch in Seattle), position battles (quarterback Johnny Manziel in Cleveland), rookies haggling over their first contracts and media hype related to team and player expectations.
To cut through that noise, NFL coaches use methods that sales teams, executive teams and other business groups can adapt to increase focus and eliminate sales team distractions.
Structure curbs diversions, fosters expectations.
Teammates move together through training camp with few breaks. They go to two-a-day practices, strength and conditioning workouts, team meetings. Like weeds, distractions need time and space to grow and take hold; the intensive schedule keeps this from happening.
Structure tells a team what is expected and what is not allowed. Be aware that creating structure without purpose or clarity can kill morale. Structure that is supportive and clear is much more effective for focusing team members. This kind of positive structure has the best interests of the team member in mind, and it builds trust and encourages balance. A well-built team often fosters a strong home base of support and this doesn’t happen without structure.
Separation limits distractions, communicates unity.
Teams stay together at their own special facilities or at an outside location (often a college campus). Players are removed from familiar places, people and things. It’s a positive disorientation that you might remember from summer camp. Family and friends aren’t around, and it’s time to see what you’re made of. The best way to do this is away from your busiest times, as a breather before the long haul.
How is separation different from segregation or elitism? Separation is a gift that allows team members a relative quiet away from the everyday static. Separation signals that they are gathered as special people for a special mission, and are expected to do their best (undistracted) work. This message is more powerful when it is shown rather than talked about, and by requiring team members to stay together away from their home, that’s what training camp accomplishes.
Variety energizes competition, spurs focus.
Unlike the regular season, training camp pits teammates against one another. The cutthroat “Survivor” setup has a purpose: They sharpen one another in preparation for the months of regular season competition. In training camp, the “me v. you” atmosphere is practice for the “us v. the world” when the season begins. It is the perfect time for this because everyone is undefeated and everything is possible.
Variety is any way that you change the dynamic to reveal the character of the teammate who has your back. You want to know this before you go into the fray, and being accountable helps counter distractions.
The takeaway
If your sales team faces distractions that keep it from its best work, the NFL offers ways to create a culture of clear expectations, loyalty and inspiration. Your grind may not be as glamorous as the NFL, but from rookies to veterans, everyone can benefit from greater focus that comes from improved structure, separation (physical or otherwise), and variety in competition.
With a deep background in professional sports representation, Molly Fletcher is all about inspiring game changers in sales and across business. Her book, “A Winner’s Guide to Negotiating: How Conversation Gets Deals Done” (McGraw-Hill), will be published in September. Click here to contact Molly.
