"Every Play is an IQ Test": The Code Yellow Approach

By Rich Galgano

March 14, 2025

If there’s one thing you need to understand about winning—whether in sports, business, or life—it’s this:


Every play is an IQ test.


Every decision you make is either an asset or a liability. You’re either processing real-time information and executing with precision, or you’re getting steamrolled by someone who is.


The difference between a good player and a great one isn’t talent alone—it’s how fast they process the game. The best don’t react—they anticipate, position, and attack.


And that’s exactly how you need to operate in sales, leadership, and competition.


Let’s break this down sport by sport, play by play, so you understand exactly how to think ahead and make winning decisions in real time.

Football: Pre-Snap IQ Test

You’re on defense. The offense is lined up. If you’re just waiting for the snap, you’ve already lost.


Before the ball is even snapped, a smart player is processing:

  • Down & Distance – Is this a run or pass situation? Is play-action coming?
  • Game Clock – End of half? Two-minute drill?
  • Field Position – Are they in four-down territory? Red zone?
  • Personnel Packages – Is their best receiver in the slot? Tight end in motion?
  • QB’s Habits – Does he stare down targets? Audible under pressure?


A great defender sees the play before it happens and attacks.


That’s Code Yellow.

Baseball: Every Pitch is a Chess Move

You step into the batter’s box. If you’re just waiting to react, you’re already out.


A real hitter is thinking:

  • What’s the count? 0-2? You shorten up. 3-1? You attack.
  • What’s the situation? Runners on? Two outs?
  • What does the pitcher like to throw in this spot? Fastball high? Slider in the dirt?
  • How is the defense set up? Playing deep? Shifted?


If you don’t know these things before the pitch is thrown, you’re swinging blind.


That’s Code Yellow.

Basketball: Decision-Making in Seconds

Basketball isn’t just running and gunning—it’s constantly analyzing.


  • Time & Score – Are we holding for the last shot? Are we pushing the pace?
  • Who’s guarding me? Is this guy slow laterally? Does he bite on fakes?
  • Where’s the help defense? If I drive, am I getting swatted into next week?
  • Who’s hot? Who’s cold? Do I force it or feed the right guy?
  • Who’s in foul trouble? Can I attack their big and get him benched?


You don’t just play—you orchestrate the game.


That’s Code Yellow.

Golf: Every Shot Has a Purpose

Golf isn’t about swinging hard—it’s about making every shot count.


  • Where’s the trouble? Water left? Bunker short?
  • What’s the wind doing? Helping? Hurting?
  • What’s my lie? Fairway? Deep rough? Uphill?
  • What’s my score situation? Do I attack the pin or lay up?


The difference between a good golfer and a great one isn’t just mechanics—it’s thinking five moves ahead.


That’s Code Yellow.

Tennis: Every Shot is Calculated

  • Where is my opponent? Deep? At the net? Out of position?
  • What’s their weakness? Can they handle heavy topspin? Do they struggle against slice?
  • What’s the score? Break point? Do I go for a winner or play safe?
  • How are they moving? Are they gassed? Can I run them side to side?


If you’re just hitting shots without thinking, you’re letting your opponent dictate the match.


That’s Code Yellow.

Sales: The Ultimate IQ Test

And now—let’s bring this into sales.


  • Who am I talking to? (Decision-maker or some gatekeeping intern?)


  • What is their problem? (And what’s the real problem behind it?)


  • Where are we in the process? (Is this an intro convo or time to close?)


  • When do I push, when do I listen? (Are they leaning in, or pulling back?)


  • Why haven’t they bought yet? (Objection? Fear? Lack of urgency?)


  • How do I adjust my approach? (Am I coming in too hard, or do I need to turn up the heat?)


If you’re just pitching blindly, reading from a script, hoping they say yes—you’re done.


Sales is a sport. You either read the room and dictate the outcome, or you’re getting dictated to.


That’s Code Yellow.

Final Takeaway: Process Faster, Execute Sharper

It doesn’t matter if you’re lining up for a play, stepping into the batter’s box, dribbling up the court, or sitting across from a prospect.


Every moment is an IQ test.

Every decision is either an asset or a liability.


The best in the world?

  • They’re not just reacting.
  • They’re not just hoping.
  • They’re three moves ahead.


So the question is—are you thinking before you act? Or are you just out there, hoping things work out?


Because let me tell you something—hope is not a f***ing strategy.


Stay in Code Yellow. Stay sharp. Stay ahead.

From the Stockroom to the Sales Floor: My Introduction to Sales

April 9, 2025
I didn’t get into sales because I read a book or watched a YouTube guru. I got into sales because on day one, at my first job, I paid attention to what mattered. That job? Foot Locker. I’m a teenager. Just a kid sent to work in the back, stocking shoes. It’s Saturday morning, store’s packed, and I’m in the back doing what I was told—stacking boxes, putting away sizes nobody asked for. All of a sudden, the manager, Steve, walks in, he looks at me and says, “Can you sell shoes?” Now, what kind of question is that? I don’t know if I can sell shoes—I’ve never done it. But I sure as hell know I can figure things out. So I step out onto the floor. I look around. Chaos. Parents, kids, teenagers—everyone grabbing shoes off the walls like it's Black Friday. Then I see it. A woman. Standing there with a shoe in her hand. She’s holding it up in the air like she’s raising a flag. What the fuck do you think that means? She needs help. Nobody had to explain that to me. Nobody handed me a training manual. I didn’t have a playbook or a headset whispering directions in my ear. I saw a customer. I saw a need. I went. That’s instinct.

The Origins of Code Yellow: How Awareness Becomes Power

March 31, 2025
Code Yellow wasn’t something I planned—it was something that hit me in the moment. It was during one of my business and sales seminars, talking to a group of college-age kids, trying to hammer home a fundamental truth: Situational awareness is everything.

The Sale That Never Happened: How a Lack of Awareness Lost the Deal

March 17, 2025
In this episode of My Two Cents, I recount a sales interaction that started off promising—I truly believed the woman I was dealing with was situationally aware. But just as she had me on the hook, she made a fatal mistake: she started telling me what to do, completely losing all awareness in the process. The deal was dead on the spot. If she had followed my Doctrine of Code Yellow, the outcome could have been very different. Tune in to hear how a single misstep can cost you a sale—and how staying aware can make all the difference. 

A MasterClass in What Not to Do: Zelensky's Critical Mistakes

March 11, 2025
Zelensky played his hand, and he played it wrong. In this episode of My Two Cents, I break down exactly who Zelensky tried to appease, what critical errors he made, when he lost control of the situation, where he should have taken a different approach, why his strategy completely backfired, and how his mistakes could reshape Ukraine's future. This isn’t just about politics—it’s a masterclass in failed leadership. Let’s get into it. 

"It's Not What You Say, It's How You Say It": Mastering the Art of Framing in Sales

March 10, 2025
Sales isn’t about having the best pitch or the best product. It’s about how you frame the conversation. Because the reality is this—it’s not what you say, it’s how you say it. What’s framing? It’s the ability to take one single idea and say it five different ways until you land on the one way that gets the response you want. ✔ It’s not just about asking questions. It’s how you ask them. ✔ It’s not about selling a solution. It’s how you present it. ✔ It’s not about being right. It’s about making them feel like they made the right choice. 

Welcome to My Two Cents

March 5, 2025
Welcome to My Two Cents—a brand-new segment where I share my thoughts, insights, and no-nonsense advice on sales, business, life, and everything in between. In each episode, I'll be breaking down real-world experiences, lessons learned, and practical tips to help you navigate challenges, seize opportunities, and level up in whatever you do. No fluff, just straight talk. 

What to Expect from Down to the Wire

February 25, 2025
Here’s the exclusive first look at the promotional video for my upcoming memoir, Down to the Wire!

Code Yellow Basics: Who, What, When, Where, Why and How

February 3, 2025
Being good at sales often starts with mastering the basics—understanding the people you’re dealing with, the environment you’re operating in, and how to position yourself to succeed. That’s where the Code Yellow mindset can be helpful. By focusing on six key questions—Who, What, When, Where, Why, and How—you can develop a more systematic approach to sales that may improve your results.

"In Order to Read the Room, You Must Be in the Room."

January 23, 2025
We’ve all heard the saying, “If you never ask for a dance, you’ll never dance.” The same idea applies to being in the room. You can’t read it, you can’t influence it, and you certainly can’t own it if you’re not even there. To be in the room, you have to put yourself out there. You have to seek the invitation, show up, and be ready to make your mark. It’s about taking that first step with confidence, even when the odds might seem against you.

The Art of Problem-Solving: A Skill That Defines You

By Christian Tysklind • January 20, 2025
Problem-solving isn’t just a skill—it’s a defining trait. It’s the ability to assess a situation, break it down logically, and find solutions, even when the answers aren’t obvious. Problem-solving requires persistence, resourcefulness, and creativity—qualities that are becoming increasingly rare. Many people today struggle with critical and logical thinking. They hit a roadblock and stop, unable to answer the fundamental question: How do I solve this issue? This isn’t about blame—it’s about recognizing a gap in our collective skill set and addressing it. In today’s world, the most valuable skill you can offer an employer is the ability to solve problems effectively. When you demonstrate that capability, you can instantly become an asset.
More Posts