I’m a cyclist, love the road, and go for the grind when I can. But that is not what this is about. Each time I ride, I come back tired, pleased with my effort, and freer of mind. Many problems are addressed and resolved when I ride because to me, the effort I give on the bike is the same effort I give to my work.
I play the long game. Anyone can have the flash of glory or fall off the bike and not ride again. Therein lies the challenge. Sales is a long game. I solve problems, products just come along for the ride as the tools of the trade. So how do I relate cycling to sales? A fair question, and certainly interpreted differently based upon who you ask. Here’s my answers.
- Cycling requires a plan. Where are you going, how far are you going, what lies ahead in the route, and very importantly, what’s my halfway point. Why ride 30 miles out if you only have energy for 10 miles back? The math doesn’t work.
- Cycling requires effort. Especially if you like the hills like I do. My route often changes while I ride based upon if I have the energy (mental and physical) for the hills I want to climb. Know your body and know your mind. Pushing yourself is the challenge, but know the cost, because you will pay it. Either on the road, in the hospital, or the next day as the body plays catchup.
- Control your breathing. If you can control your breathing, you can control your ride. Bursts of energy climbing a hill don’t help if you peter out half-way up. Fast isn't always the best choice. You have gears that help with the effort, use them. Know your capabilities, know your bike, and know the route and what challenges it presents. Same in the business word. Don’t over-commit and under-deliver.
- Focus. Put your energy into whatever lies ahead in your day, week, or month. Sales is a long game so have patience and know what is required to carry you through to a safe and rewarding conclusion. Measure success by your own “realistic” standards, not someone else’s.
- Use the gears on your bike as intended and make sure you are always keeping forward momentum. Sideways on your bike (where face meets pavement) is not a good look. On a bike, only YOU can pull you through or get up that hill or challenge you may be facing. Once you’ve climbed that hill, take what you have learned and then help others to do the same.
- Be seen…not heard. We are visual creatures. There are too many noisy distractions that often will keep you from being heard. Bikes are quiet. Visibility is king. Bike verse moving vehicle collisions never end well. They go to the repair shop; you go to the hospital. I wear BRIGHT clothing and have flasher front and back. If you see me, you can avoid me. In sales, its more important what you do, verse what you say. Seeing is believing.
Ride on, rest up, and be happy with the effort.
