Learnings from my first marathon and how I relate it to Sales

SO THAT’S A WRAP!!!

My first marathon is done and I don’t think it could have been much harder 22?C, hot, sunny and +400m of climbing – A HUGE Thanks to everyone that donated, the motivation that gave me was next level, the crowds on the course were mega, and the helpers were all amazing and along with my best mate it was all needed to drag myself out of some dark places.

I didn’t quite make the sub 4-hour target coming in at 4:07:49 which is from a target point of view disappointing but I am so proud and delighted with my efforts, this time would not have been possible without my mate Bally who ran it with me and made it his mission to be Mr. Motivator on the course which was next level!!! Running and doing stuff as mates was the theme of the event orgainised by Kev inlight of his unwavering love and support for his best mate Rob.

There are many takeaways I will share that can relate to life and sales so here goes; what I learned over the last 9 months of training, fundraising, and then the marathon itself.

HEADLINE - Nothing comes easy, nothing is given to you on a plate, it takes time, and there are no shortcuts. It needs to be earned through hard work, dedication, training, practice and commitment!!!

TRAINING/PLANNING/PREPARATION

1. You should never underestimate the challenge or deal you are doing but break it down into small manageable pieces and targets – Looking at the objective in isolation can feel daunting.
2. You should prepare the best you can, do the research, do the training, do the tasks needed, invest in things that will give you an edge, and give it your all.
3. Take time off throughout to level set – you can’t do it full-time.
4. Find support from people, coaches, mentors, etc. who have done it before and learn from them. You just don’t know everything…
5. The training, like a deal cycle, has ups (when things go well and you feel you are moving forward) and then downs (when you feel you are not progressing and are stuck in a rut) – stay positive and look for help, speak to those coaches and find a way to move forward.
6. You will need motivation on those cold, wet days and training with others (in my case my dog, Riley) helped me to get out. Being on my own and suffering on my own would have been difficult. This is the same for a deal, sharing the bad times with others reduces and shares the burden and can help with a different perspective and get you looking forward. ?
7. Family/Partner support is essential, you need them fully invested in what you are doing, it takes time, and usually unsociable ones as well. And having understanding is key.

THE DAY ITSELF

1. You can have done the training, you can have the best plan, and have the best kit but something can change or go wrong that is outside of your control! How you keep a level head in those circumstances when the pressure is on is critical to meeting the objective – this I can say only comes with experience.

a. For me in the marathon – the weather was 22?C, hot and sunny (I had not prepared for this), and a reckless moment when not having a level head after a comfort break led me to stupidly run too fast to catch up (I needed to take a moment and think clearly about the bigger picture).

b. In a sales cycle there are many moments like this, reflect don’t react, and plan the next move – take emotion out of it and stay calm and focus on the bigger picture.

1. Stick to your plan, don’t get carried away, and let the excitement of things going well and the excitement of the crowds push you on too fast or chase others doing well and going past you lead you to chase them – you are running your own race / doing your own deal.
2. There will be some very tough times when you feel all alone when you feel like giving up and that the objective is lost, you have created pressure on yourself and you don’t want to let others down – you need to grit your teeth and find anything or anyone around you to pull you out of it.
3. You will suffer, but don’t suffer in silence – talk about it or shouting it out loud helps get it out of your mind and you can move on.
4. Focus on the techniques and coaching you have learned and the training you have done, and lean on others for support, it will get you through it.
5. We are our own barrier to success having a can-do attitude will keep you going and get you over those bumps in the road or deal.
6. I set an aggressive target of 3:48 and fell short finishing in 4:07 despite this I am very happy with my performance, in a deal you may want a big number but fall short, but this is not a failure you have still closed the deal. Be happy with the outcome!!

a.?????That said I was perhaps too aggressive with my expectation and target – If I had pulled it back a bit I might have had more in the tank towards the end – So be realistic in what is possible don’t get carried away and aim too high be accurate and realistic.

7. Always know that others are suffering too – you are not alone. Like with a sales team in an organisation, you are all trying to close deals and are at different stages of the sales process bounce off each other you are all in it together!!

8. After finishing or closing a big deal the adrenaline that has kept you going drains out so fast, you will feel overcome with tiredness… allow yourself a day or two to compose yourself, relax, and reflect on the amazing achievement you have just accomplished.

9. Celebrate all the finishers or the ones that close the deals. Everyone has gone through the same trials and tribulations along the journey. Maybe doing it with a different strategy, different technique, using different kit but the road is the same and the finish line the same. How you get there matters little the fact you got there is what should be celebrated, and you got there together – this approach in my opinion makes for a performant team culture.

10. Celebrate with family/partner and loved ones who helped you along the journey. Recognising what they have done for you while you were on the long road shows you were in it together.

TO SUMMARISE

It was bloody tough, but it was a joy to be part of, I learned a lot, it was for an amazing cause, an amazing amount of money has been raised and I am genuinely blown away by the support received from not only the ones that have donated but to all the people of Leeds and wider that came out to support such a Legend in Rob Burrow and the whole Motor Neurone Disease Community!!

Would I do it again? I still have a sub 4-hour monkey on my back so never say never…

Thanks for reading and good luck to anyone doing their next challenge or deal. Remember you are not alone even if you feel you are.?