News & Research Archive

Football and Sales It's all about the Fourth Quarter

Oct 03, 2011


The parallels between sports and sales can be found in every aspect that leads to either a win or a loss in both sports and sales. However, the comparisons between football and sales are probably the closest. In a football game it is all about entering the fourth quarter with a lead that your team can hold onto or expand upon. Or, worst-case scenario, your football team enters the fourth quarter behind and the pressure is on to catch up and find a way to win with a limited amount of time available.

The same can be said about success in sales. If you have struggled so far this year you are about to enter the fourth quarter of the year and now is the time to find a way to win and close out the year successfully. If you have had a successful year you need to find a way to continue with that success through the end of the year. As with a successful football team, if that team is behind they first have to make adjustments to determine why they have fallen behind. Repeating mistakes could widen the gap between scores, making it that more difficult for you team to win.

In sales the same thing occurs if you have been unsuccessful so far this year or have fallen behind your planned goals set forth for yourself at the beginning of the year. Now is the time to make adjustments and turn your sales game around before your year is up.

If you have a big lead in a football game going into the fourth quarter you team may tend to start slacking, allowing the other team a chance to get back in the ballgame. In sales if you have had a great year so far you may start feeling less pressure to perform; leading to lesser results not only in the fourth quarter but possibly over to the 1st quarter of next year, leading to a poor start for 2012.


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 26 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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