In professional golf, there is a well known saying – ‘Drive for show, putt for dough’.

The professional golfer who achieves sustained success is the one who is able to convert the opportunities when they count, especially when the pressure is on.

And whilst a pro golfer has a high level of skill set across their entire game, the elite performers are exceptional in the art of golf within 100 metres of the hole. They double down on their zone of genius.

So it is in sales and sales leadership. Whilst there are many facets of sales that can create results, the sales people and sales leaders who identify their zone of genius and then double down on it, are the ones who separate themselves from the pack.