At first, I ran from hydro pole to hydro pole, going one more hydro pole with each run. It's like picking up the telephone call to make prospecting calls. Each time you get stronger and better.
When I ran my first 5km race I had the same exhilarating feeling as when I landed a sale, and I was hooked! Last year, I ran a few 10km races. I got to the finish line, but it was with struggle and a lot of self-talk. Now I have my eyes on bigger goals - like bigger clients. I have committed to a half-marathon race in October with the ultimate goal of completing a full marathon - just like going for the million- dollar target!
Here are a few things I've learned again about sales through my running regime:
- I have a team of running buddies who are waiting for me at my street corner at 6:00 a.m. I get out of bed knowing they are counting on me as a team member. They raise the bar and push me to run longer, harder and faster - just like my sales colleagues did when I was part of a sales team. It's this team camaraderie and accountability that will help me reach my goals.
- As we approach the end of the month - or end of the year - we have to sprint to the finish line to hit our sales targets and finish the race. If we slow down to walk the rest of the race, we'll fall short of our best time or target. In both sales and running, it takes extra energy and stamina to sprint at the end of the race - but it feels so good to give it all you've got and to outperform your personal best!
In running, I've learned to run for 10 minutes and then walk for one minute. According to John Stanton, founder of the Running Room, this practice will give the same or better timing as running the entire distance. This reinforces the importance of taking breaks or lunch during a hectic sales day. I'm amazed at how replenished & refueled I feel when I start to run again after a short break - just like taking time for lunch rather than eating at my desk.
As much as I don't like to do my practice runs, I know that I am building strength, confidence and a can-do attitude that I'll need to complete my half-marathon in October. Practicing sales presentations and consultative selling process also builds strength, confidence and the can-do attitude you need to land the big sale.
When I was running last summer the skies were mostly grey, but each step made me stronger and more confident - I was running out of the economic recession. This summer, the skies are blue, I love running into the morning sunrise...and we are having our best sales year ever!
