If you are a fan of the movie series Resident Evil, you may have heard the phrase “It’s time to lock and load” used right before the zombies attack.
Or if you are a fan of the film Sands of Iwo Jima, you may have heard John Wayne’s character say “Lock and load, boy, lock and load.”
There is some disagreement of what the term means. But according to Wiktionary, the phrase is used right “before loading the ammunition clip into the rifle, the operating rod handle is pulled to the rear until the bolt is securely locked open. According to the M1 Garand Manual, loading the clip without first locking the bolt could result in an accidental discharge of a round.”
Regardless of the definition, can the term apply to sales?
Yes it can.
Lock – are you locking your salespeople into a reasonable and fair compensation package so that you encourage them to stay, make a decent living and avoid high turnover? Are you locking them in to a reasonable quota? Are you locking them into other incentives like cash bonuses or extra vacation?
Load – are you loading your salespeople up on qualified leads and relevant prospects so that their pipelines are constantly full? Without a fully “loaded” pipeline, your salespeople could become easily bored and start seeking better jobs. Are you working closely with your marketing department to increase your company’s branding and content offerings to help drive more traffic to your website?
Ready to go – which means are you giving your salespeople enough independence to spread their wings and seek new business opportunities without cramping their style, hurting their morale, and crippling their judgement. Are your coaching and training them on an ongoing basis to help sharpen their skills and increase their confidence?
There you have it. If you want a successful sales team, make sure everyone is “locked, loaded and ready to go.”
Note: If you like this post, please check out my book, Advice for New Salespeople: Tips to Help your Sales Career.