It took Jon Jones six months and 72 hours of focused practice to execute one game-changing kick in UFC 309. Sales leaders, here’s the question: are your teams putting in the same level of deliberate effort to master their own “spinning backkick” on sales calls?
The Moment of Mastery
Last week at UFC 309, Jon Jones made history. Facing heavyweight champion Stipe Miocic, Jones delivered a precise spinning back kick to Miocic’s spleen, ending the fight in moments. That kick didn’t just win him the match; it cemented his status as one of the greatest fighters of all time.
What’s remarkable? He practiced that one kick for three hours a week over six months—72 hours of deliberate practice. That’s focus.
Now, let’s reflect. What if your sales team committed that same level of effort to mastering a specific skill? Would they deliver their version of a knockout performance?
Coaching: The Secret Weapon of Champions
In his post-fight interview, Jones gave credit where it was due: to his coaches, especially his Tae Kwon Do coach. The best fighter in the world doesn’t just have one coach—he has a team.
But in sales? Far too many reps resist coaching, believing they can succeed without it. Jones’ victory reminds us that even the best performers need guidance to refine their craft. For sales leaders, coaching isn’t a one-off activity. It’s a continuous, deliberate commitment to improvement.
The Bruce Lee Principle
After his victory, Jones quoted Bruce Lee:
“I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.”
The message is clear: focus trumps breadth. For sales leaders, this principle is gold. Don’t try to coach your team on everything at once. Instead, pick one skill—your team’s equivalent of a spinning backkick—and work on it until it’s second nature. Whether it’s objection handling, discovery questions, or closing with authority, deep focus wins over scattershot coaching.
The Science of Deliberate Practice
Jon Jones’ six-month training aligns with Anders Ericsson’s principles of deliberate practice. Elite performers don’t just practice more; they practice smarter.
Here’s how deliberate practice applies to coaching sales teams:
- Focus on Specific Skills: Jones honed one kick. For sales, it could be handling objections or perfecting discovery calls.
- Break It Down: Don’t gloss over the details. Dissect skills to identify weaknesses and refine them.
- Immediate Feedback: Jones had real-time input from his coach. Sales reps need the same to make incremental improvements.
- Repetition with Variation: Jones practiced in varied scenarios. Sales reps should, too, working across industries, buyer personas, and deal stages.
- Sustained Effort: Like Jones, your team needs long-term focus to see results.
What Is Your Team’s Spinning Back Kick?
What’s the one high-impact skill your team needs to master? Consider these possibilities:
- Discovery Mastery: Equip reps to ask the right questions and truly listen.
- Objection Handling: Drill handling objections until it’s natural and effective.
- Closing with Authority: Train reps to deliver confident, precise closes.
Commit to coaching one skill at a time, measure progress, and move to the next.
Accountability Is The Missing Ingredient
Jones’ coaches held him accountable. They pushed for precision, even when he wanted to quit. Are you doing the same for your team? Ask yourself:
- Have you set clear expectations?
- Are you reviewing progress regularly?
- Are you giving specific, timely feedback?
- Are you addressing underperformance immediately?
Without accountability, even the best coaching won’t stick.
Lessons from the Trenches
The best leaders share traits that echo Jon Jones’ approach:
- Relentless Preparation: Great leaders focus on the fundamentals.
- Candid Communication: They’re direct, even when it’s uncomfortable.
- In-the-Trenches Leadership: They work alongside their teams.
- Swift Action on Underperformance: They address issues decisively.
- Inspiration Under Pressure: They filter tough messages in a way that motivates.
Are you embodying these traits? If not, what’s holding you back?
Your Call to Action
Jon Jones didn’t win UFC 309 by accident. He won through deliberate practice, focused coaching, and relentless accountability. Sales leaders, take a page from his playbook:
- Identify your team’s “spinning back kick.”
- Commit to deliberate practice.
- Hold your team accountable.
Let’s start a conversation: What skill has your team mastered through focused coaching? How has deliberate practice changed your results? Share your thoughts in the comments.
Because in the octagon and on the sales floor, the winners are the ones who prepare, practice, and execute with precision. Let’s go!
