I couldn’t help but think over the past two weekends of the NCAA men’s basketball tournament how often a team that is ahead by 15 to 20 points will begin playing not to lose the game – and watch their lead dwindle in the final moments.

Sometimes, teams ahead by 20 points lose the game because they can never find the rhythm once they decide to go into a slowdown mode. Michigan defeating Kansas is one such example. Kansas was up by 15-20 points consistently in the second half. But they began ‘looking at the clock’ and lost their mojo. And were unable to find it.

They eventually lost.

Another example of a lead that dwindled but the team held on was Wichita State vs. Ohio State. In that game, the same thing occurred. Wichita State had a commanding lead but went into a ‘slowdown offense’ instead of continuing to do the things that got them that lead in the first place.

I’ve also watched the countless high school games where a big lead dwindles because the team ahead stops the fast-break, the good passing, always being a threat to score and great movement.

So what is this playing-not-to-lose-mentality that overtakes us?

And does it ever happen in sales? Actually, I think playing not to lose catches us in several areas: Read more