Although I’ve been in the sales training and consulting world for many years, I’ve actually been a fly fisher for most of my life. When I’m not teaching sales professionals how to grow revenue and close more deals, I’ve spent the better part of the last 25 years working on and off as a professional fly fishing guide and instructor here in Colorado.
Someone once asked me about the top three mistakes beginners make when learning to fly fish, and as I answered, it struck me how closely those same mistakes mirror what I see in sales every day—especially when working with teams focused on sales leadership development and sales training in Denver.
So, let’s talk about the top three mistakes beginner fly fishers make—and what they teach us about becoming better, more consistent salespeople.
🎣 Mistake #1: Standing Where You Should Be Fishing—and Fishing Where You Should Be Standing
A classic rookie move: beginners rush to their "favorite" spot on the river because they once caught a fish there. But in doing so, they often spook all the fish they pass on the way. We coach them to slow down, observe, and fish everything between the bank and the middle of the river.
Sales Connection: The same principle applies in prospecting. Many sales professionals ignore good leads because they didn’t close on the first try. But research shows that while only 4 out of 100 B2B leads may close in the first month, 45 out of 100 will buy eventually—if you stay engaged.
Key lesson in sales training: Stop rushing. Slow down. Nurture leads over time. Working the full pipeline is key to long-term sales growth and sales team success.
🎯 Mistake #2: Using the Wrong Fly
Even if you’re fishing the right section of water, you won’t catch much unless you’re using the right fly. Fish (like prospects) can be picky. A small change in size, weight, or color of the fly can suddenly result in consistent bites.
Sales Connection: Just like in fly fishing, customization is king in sales. The same pitch or presentation won’t work for every prospect. You’ve got to tailor your message and your offer to the specific needs and context of each buyer.
This is where strong sales leadership and sales coaching make all the difference. Knowing how to read the situation and adjust your approach is a skill we focus on every day in our Sandler Denver sales training programs.
🧵 Mistake #3: Thinking Longer Casts Catch More Fish
Beginners love practicing long, dramatic casts (we’ve all seen the movie). But often, the best way to catch trout is to get closer and make a short, clean, well-presented cast. Presentation > distance.
Sales Connection: In selling, product knowledge is often treated like a long cast—it’s impressive, but not always effective. The best salespeople don’t just rely on deep knowledge of their product or service. They focus on building trust, asking great questions, and presenting tailored solutions.
That’s what we teach at Sandler. Sales isn’t about impressing with features—it’s about connecting with the buyer and showing how you can solve their specific challenges.
Whether you’re casting a line or qualifying a lead, slowing down, paying attention to the details, and adapting your approach is what separates the average from the excellent.
So the next time someone asks why you’re out fly fishing all day, just tell them:
“I’m working on my sales skills.”
At Sandler Training in Denver, we help sales teams, managers, and business leaders rethink the way they approach selling. From sales training workshops to leadership development programs, we offer reinforcement-based learning that creates real, lasting change.
If you or your team are ready to grow your sales, strengthen your leadership, or just fish smarter (metaphorically, of course), let’s talk.
