Runners & Sales Reps

As an endurance athlete, I’ve found the fundamentals and mindset necessary for running has generated a successful approach to winning in software sales. Similar to sales reps, the best runners are…

“Consistent.”

Runners can’t hide behind a team on race day. Your results are generally directly related to the amount of work you put in leading up to race day. Like any endurance sport, a runner can’t complete the work necessary to deliver a specific metric a week before the race. Work is put in a systematic way to create the desired outcome.

“Always track metrics to improve.”

The best runners track everything about their training in a logbook. Those KPIs are analyzed continuously to improve. On the day of a race, runners generally know if they are prepared to keep a specific pace to hit the time they’re aiming to achieve.

“Building a base (aka pipeline).”

Every cross-country runner knows the importance of summer mileage. Putting in the miles and building your endurance base over the summer can push your slowest runner into the top 5. When the season starts, a runner without a base to draw from won’t make it through the cross country season. They almost always get injured, come in out of shape without enough time to make up the gap, or peak early and experience a gradual decline in performance output.

“Operate independently toward a team goal.”

Runners are in a never-ending struggle to progress forward. In a continual battle against themselves and their teammates, a coach will harness their collective work to achieve a team score in races. Unlike many sports, your best runner (or sales rep) can’t carry the entire team. The key to winning is having your top 5 runners work as a single unit during the race, aiming for the lowest collective group score.