- May 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s Sunday night and I haven’t begun to write my Monday article, which is usually completed by Friday. I didn’t have an opportunity to write on Friday or Saturday because we were in NYC getting a private tour of the MLB Replay Center which was truly amazing.
Coincidentally, I downloaded Grok3 this weekend. Grok3 is the AI assistant from X and I read a review that said it was amazing.
So I put two and two together and instructed Grok3 to do the following:
“Read my blog articles at https://kurlanassociates.com/understanding-the-sales-force and using my voice, write a new article about the similarities between the MLB replay center’s call challenge analysis and a sales manager debriefing a salesperson’s sales call.”
The article was pretty freakin’ amazing but it didn’t have any humor so I added:
“That was great Grok, but it was missing my trademark sense of humor. Can you rewrite it and add some humor?”
The following article was written entirely by Grok3 and I did not edit a single word. I don’t plan to make a habit out of this but wow, in a pinch, Grok3 did a great job!
Ever watch an MLB game where a manager challenges a call, and the Replay Center in New York dives into every angle like detectives on a case? It’s a high-stakes process that demands precision and clarity. Now, picture a sales manager sitting down to debrief a salesperson’s latest call. Different world, same game. The similarities between the MLB Replay Center’s call analysis and a sales call debrief are striking, and they both come down to getting the details right. Let’s break it down with a nod to the lighter side of the dugout.
The Setup: A Call Worth Reviewing
In baseball, a close play—like a runner diving for the bag—sparks a challenge. The Replay Center steps in to sort out what happened. In sales, the “play” is the salesperson’s conversation with a prospect, and the debrief is the manager’s chance to review it. It’s not just about whether the deal closed; it’s about understanding the entire at-bat.
Context matters. The Replay Center doesn’t just focus on the moment the ball hits the glove; they check the runner’s path, the fielder’s position, and the timing. A sales manager needs that same big-picture view: What was the prospect’s situation? Were objections raised? Did the salesperson build trust or just talk product? Without context, you’re swinging blind, and nobody wins that way.
The Evidence: Zooming In on the Details
The Replay Center uses slow-motion replays to catch every nuance. Was the runner’s foot on the base? Was the tag late? That’s where the truth comes out. A sales debrief requires the same close-up look, minus the fancy cameras—though a good manager’s questions can be just as revealing.
If a salesperson says the prospect “wasn’t interested,” that’s like an umpire saying, “He’s out.” It’s a claim, not proof. A sharp manager probes: What questions did you ask to uncover their needs? Did you stand out from the competition? Were you consultative, or did you sound like a used-car ad? Objective Management Group’s data on over two million salespeople shows only 25% consistently take a consultative approach. If your salesperson’s not one of them, the debrief needs to pinpoint why.
The Rules: Sticking to the Playbook
The Replay Center follows MLB’s rulebook to the letter. Was the fielder blocking the plate? Did the runner stay legal? These rules keep the game fair. In sales, the equivalent is a structured sales process—a clear path with milestones that guide every deal.
My Baseline Selling model compares the sales process to running the bases: you can’t skip second and expect to score. Yet, our evaluations of 30,000 sales teams show only 44% of salespeople follow their process, and most processes are either too vague or poorly designed. During a debrief, the manager must check: Did you qualify the opportunity properly? Did you confirm urgency? Did you reach the decision-maker? If the salesperson strayed, the manager’s job is to steer them back, just like the Replay Center enforces the rules.
The Outcome: Right Call or Room to Improve
The Replay Center’s verdict is straightforward: call stands or it’s overturned. Sales debriefs are less cut-and-dried, but the goal is similar. The manager assesses whether the salesperson’s approach worked or if they missed chances to move the deal forward. If the prospect said, “We’ll get back to you,” and the salesperson just nodded, that’s a swing and a miss. Our data shows salespeople who tackle the money conversation are 69% more effective. If they dodged it, that’s a coaching opportunity—call it an overturn.
Great managers focus on the why, just like the Replay Center. Was the prospect truly uninterested, or did the salesperson fail to dig deep? Was the objection a deal-ender, or could it have been handled better? By unpacking the “why,” a debrief becomes a chance to sharpen skills for the next call.
The Human Element: Coaching with Finesse
The Replay Center operates under pressure—big games, big crowds, big consequences. Sales managers feel that too. A sloppy debrief can deflate a salesperson, while a smart one can spark growth. But our data reveals only 7% of sales managers coach enough, and 72% of their coaching lacks strategy.
Like the Replay Center’s pros, managers need to ask tough questions, listen carefully, and deliver feedback that hits the mark. If the salesperson didn’t reach the decision-maker, don’t just grumble—show them how to navigate gatekeepers, knowing that early access to decision-makers boosts close rates by 341%. A touch of humor, like a light jab about their “creative” objection-handling, can keep the mood constructive without turning it into a comedy roast.
The Takeaway: Precision Makes the Difference
The MLB Replay Center and a sales call debrief share one mission: get it right. In baseball, that means a call that matches the play. In sales, it’s an approach that maximizes wins. Both demand structure, evidence, and a focus on improvement.
Next time you’re debriefing a call, think like the Replay Center. Zoom in on the details. Check the playbook. Coach with purpose. Because in sales, like baseball, precision isn’t just a nice-to-have—it’s what separates the pros from the benchwarmers.
Finally, I made three final requests to Grok3:
- Write an excerpt for the Blog’s home page
- Write a Meta Description for Google
- Create an image to appear at the top of the article
Today is your last chance to register to attend tomorrow’s (May 6, 2025) event at 3pm ET. I am hosting a 30-minute walkthrough for CEOs on What Your Expectations of a Sales Leader Should Be. Learn More/Register