Smart Thinking: Gold-medal training for business competitors

As I watch the Olympic athletes play their hearts out in the evenings, I marvel at what it took to get them that far.
My good friend and Sandler comrade AJ Perisho, known in running circles as a Clydesdale, recently completed an Ironman race — on his 40th birthday. As his friends, we supported and encouraged him as he trained. I watched what AJ did to accomplish his goal, and I know that his commitment and discipline, both on and off the training circuit, caused his success. It’s no different with Olympic athletes.
If success came to us from reading a book or attending a luncheon, we’d all be wildly successful. At some point, for that knowledge to be retained and successfully integrated, we have to practice it.
Most of us want something: more money, better relationships or a healthier physique. Some will step up and act on what they learn. Too often, though, it’s the kind of action that starts with a burst of energy and later fizzles. When it ceases to be fun, or when they encounter obstacles and experience the first “failure,” they back off. This is when only a select few will push through and do what it takes to succeed.
It’s no different in sales. Salespeople often start out with a burst of vigor; however, only a few will sustain the effort over the long haul. Common complaints that managers share about their salespeople expose that tendency. Frustrations include not making enough sales calls, giving up on new prospects too soon and not being able to handle objections. My research indicates that most salespeople quit pursuing a prospect after the first or second attempt. They don’t like making cold calls and therefore don’t do it like they should, and they’re ill prepared for price pressure and a think-it-over response. Even if the most exercise you’ve ever gotten is pushing your luck and jumping to conclusions, you can take lessons from athletes such as AJ Perisho, Apollo Anton Ohno and Lindsey Vonn.
Athletes recognize a human tendency to back away from conflict or find the path of least resistance. They counteract that by implementing a few key disciplines. One such discipline is to never go it alone. For many, that means having a great coach. It might mean an accountability group. Have someone brave enough to speak the truth, caring enough to be there and good enough to show you the way.
Training extends over years and involves repetitively practicing, drilling and pursuing improvement. Any athlete knows that it’s what you do in the off-season that determines your performance on the field. Start training now, and don’t stop. AJ said, “Winners are the ones who slow down the least.” Steady and determined activity will beat frenetic bursts of energy every time. Remember the tortoise and the hare?
Athletes take care of themselves. I remember at conferences during his training period, AJ would carry around his own backpack filled with the foods and supplements he needed to stay healthy and in peak condition. He knew what he needed to do for his body, and he knew what he was committed to. While the rest of us were eating cheeseburgers and French fries, AJ was monitoring his diet and selecting the things that supported his goal. Feed your head a vitamin-packed diet of supportive beliefs. What goes into your mind is equally as important as what goes into your body. Any search of training tips for competitive athletes will include a segment on mental exercises and visualization.
Athletes set stair-step goals and log their progress. Another friend a few years ago was training for bike races. He kept a journal at his bedside with notes about his mileage, diet and mental condition. Athletes pay attention to growth and any factors that help or hinder progress. It’s the only way to make adjustments and stay on track. In business, the logbook is typically some form of CRM.
Finally, I’ve never seen a competitive athlete not take the time to fully savor success. Celebrate the victories, and know that you are among an elite group of people. You belong to a group that not only knows what it takes to win but also actually does it.
©Sandler Training, 2010. Catherine Atkins is an authorized Missouri franchisee for Sandler Training, a global leader in business development training, systems and strategy. Visit www.savant.sandler.com.