Training for a triathlon taught me far more than how to swim, bike, and run. It taught me about discipline, leadership, and perseverance in every part of life and business. The lessons I learned on early morning rides, long training runs, and in the open water translate directly to achieving success in enterprise sales. Here are my eight key takeaways:
1) Self-Discipline
If you don’t have it, work on it. Don’t keep hitting the snooze button if you want to get to the finish line. Many early morning and evening hours swimming, biking, and running in the dark. Find the rhythm that works for you and stick to it. Be prepared to do all the work necessary in your daily routine, effectively and efficiently, and have the discipline to do it. You will reap the benefits.
2) Resiliency, Adaptability and Flexibility
Resiliency isn’t just about pushing through. It’s about trying, learning from things that don’t your always go your way. It’s about adapting and having the tools to move forward. Learn to Sell with curiosity and not with fear of rejection or failure. Most reps give up on leads after one or two follow ups and then turn it back on marketing as poor leads. A good sales person will do something with it, and not necessarily rely on others for leads.
3) Coaching, Managers, Mentoring
Five months before my first Olympic triathlon, I couldn’t swim a lap in a 25M pool. I was intimidated. I literally jumped into the deep end of the pool with my fins on with elite swimmers and an elite swim coach. That person was not the right coach, so I found another one. He jumped in the pool with me, taught me, and gave me the feedback to get better. I also found a triathlon coach who knew what he was doing. He provided me with coaching, plans, timely advice and motivated me when I needed it. Find those people. Align yourself with like-minded, positive people and together you can move mountains. AI will never replace that.
4) Preparation/Planning – Have a Plan
Trust the plan and the process. Prepare, then prepare more for customer meetings. During the swim I went off course and ended up swimming 1,980M instead of the required 1,500M. As a result of my training plan, a week before in the pool I realized I was prepared for 4,000M. I was not self-prepared well enough for proper sighting in open water, but I was for the distance. I will be next time. Own it.
5) Analytical Thinking
You will be analyzing real time data on the fly to adjust your training heart rates and workloads. It will become part of your mindset.
6) Consistency
There are many days you will not want to go and do a swim, bike, run, or make that call and throw in the towel. You are ALWAYS building each time you take a step, even if it’s a small one.
7) Time management
Respect other people’s time and maximize your own. Show up on time and be prepared. You will be surprised what you can accomplish in the run of a day or a week, and you will see amazing results over time.
8) Clients
Be present and in it for the long game. Research. Listen.Take the time to understand your client’s industry, business and provide value. They appreciate those who are in it with them for the long term and who they can count on, much like I did. If you treat them like a transaction, they will treat you like one.
9) Team
It takes a team of coaches, supporters, subject matter experts, families, partners and volunteers to be successful. Make the team proud, say thank you to your team on a regular basis. Also know when you are over your head and ask for help. Gratitude also goes a long way.
10) Continuous Learning – Have Fun and Enjoy the Journey
It is a very challenging and rewarding career. If it was easy, more people would do it.
Success in triathlon and enterprise sales comes from consistent effort, the right mindset, and a strong support system. The journey will test you, but it will also transform you. Stay committed, surround yourself with great people, keep learning, and remember to enjoy the ride.