Industry Magazine Get JACK'D Magazine Summer 2018 | Page 7

the responsibilities of children at home and employees in my company. But I put together a game plan. I built the systems of measurement and accountability and had people holding me accountable to achieving the goal of being an Ironman. When I think about my businesses— whether I was owner, sales manager, or salesperson—I have taken the same path to success. The goals were in writing; the vision was clear. We had game plans for our salespeople and managers and for the organization as a whole. We had systems of measurement to make sure we were doing what we needed to do, and we held ourselves and others accountable. I have learned the importance of modeling the masters. You will find people who have already figured out how to do what you want to accomplish and who know it better than you do. Year after year, I see the same salespeople at the pinnacle of success. They have the same product as their competitors, the same price, the same service and yet they excel where others do not. I say they must be doing some things better. It’s better to learn from others how to avoid mistakes than to learn from your own mistakes. Wouldn’t it make sense to let people like that coach you? Coaching is critical to success. In the Ironman sport, one must know how to swim properly. Once, I couldn’t swim twenty-five meters in a pool. Now, I find myself swimming 2.4 miles in deepwater ocean, and I am achieving it at an incredible time. I can do that because I sought out a coach who taught me the effective and efficient way to swim and cut through the water and still maintain an energy level that would allow me to do the bike and run portions of the triathlon. Seek out those who know what they’re doing, and learn from them. It takes training and practice. Nobody starts and finishes the Ironman without an abundance of both. In fact, nobody excels at any sport without training and practice. And that’s true too in the sales arena and in the business world. If you want your business to run well, and if you want your sales to grow “IF YOU GO ABOUT THAT BUSINESS WITH A NEGATIVE ATTITUDE, THEN YOUR PERFORMANCE IS GOING TO BE LACKING. WHETHER IT IS RACE DAY OR SALES DAY, A POSITIVE ATTITUDE IMPROVES YOUR GAME.” at a more robust pace than those of your competitors, you need to practice and train, train, train. If you are not training, you are not gaining. Your support team will help you. You need one. My wife had been to every one of my Ironman races. On race day, the wake-up call was at 4 a.m., and there was Bonnie, helping me with my breakfast and then taking the equipment down to the race site for the 7 a.m. start. After the 2.4-mile swim is the 112-mile bike race and then a 26.2-mile run. And always, there was my loyal, devoted cheering section, my support team, my Bonnie. And along the way, regardless of the weather, were many others out there all day giving me encouragement. I need my bike coach, my running coach, my nutrition coach, my strength coach. These are my support team. Salespeople too need a support team. If they try to do all things themselves, they are not exercising the concept of leverage. If they don’t have an assistant, they are an assistant. You need support from operations and from marketing, and you need to manage your contacts. It all comes together in the business world just as it does in the triathlon sport. Success in any endeavor requires a support team. And whatever the endeavor, you need to stay fit if you want to stay in the game. I have known the rigors not only of the Ironman sport but also of the business world. Some days the hurdles are high and you have to hustle to put out fires. If you eat right and exercise, you can rally the energy to get to the top and stay there. The sales world itself is full of rejection, 7 massive amounts of it. You need the stamina to get beyond that to victory. YOU CAN DO IT I mentioned that nearly three decades ago, I watched Julie Moss, who is legendary in the history of the Ironman, crawl across the finish line in Hawaii after a feat of swimming, bicycling and running. What we human beings are capable of is astounding to me. I decided at the age of 57 to move forward with the Ironman challenge. The swim portion of an Ironman competition is 2.4 miles. Though I couldn’t swim, I believed I could do it. All I needed to do, I told myself, was hire a coach, learn the technique and devote myself to practice. And just a few years later, I achieved a successful finish in the World Championship Ironman. It came about through discipline. We bring into our lives the very things that our attitude attracts. As we pursue greater heights, the opportunities come to us from all directions. I feel it’s my duty to raise the bar. It’s your duty too to raise the bar. You must risk believing in yourself. Until you test the limits regarding what you can achieve, you can’t truly know what your chances really are. The major obstacle to overcoming the odds is never challenging them. As the leader of a company, you can develop a winning culture that will have people knocking at your door for a chance to work with you. As a salesperson, you can learn the tricks of the trade that will drive you to ever-greater heights. For the company and for the individual, your business is poised to soar.