How Does Sport Affect Your Career
I am Ian Rose a current National competitor at the sport of Judo
and have been to the last 4 Paralympic Games. Alongside this
sporting success I have also built a very successful 10 year
Internal Sales career, but how did sport help me?
If you have ever spent any time doing New Business Lead
Generation on an Internal Sales desk, you will know what I mean
when I say "you need the self motivation of a World Champion and
the drive of a formula one car". Cold call after cold call,
taking rejection after rejection and then finally making that
call you've been waiting for all day. At last someone who is
actually interested in what you have to say and a lead that
means something. Now your training comes into its own and you
ask all the right questions and listen when you should.
How do you do this day in day out? Motivation is the key and
Goal Setting is the technique to keep you Motivated. The most
important lesson I learned from top level sport that could help
at work is, SET ACHIEVABLE GOALS and you will stay motivated and
reach targets. I have spent 10 years doing around 30 cold calls
a day no more and no less, but always with the same daily Goal.
TO HAVE AT LEAST 5 GOOD CONVERSATIONS WITH A DECISION MAKER AND
COME AWAY WITH AN ACTION. Following this rule I managed to open
opportunities in markets where others failed and not burn out
after 3 months.
Remember you are part of a team and there is nothing a team
likes more than good news. Whenever you book a meeting off a
Lead given to you by Marketing let them know and they will feed
you more quality leads. Always keep a record of your success and
tell people about it. This will firstly make you feel good and
motivate you to do more calls, but it will also gain the trust
of your field sales colleagues.
As in sport preparation is key before doing a cold call, do your
homework on the company and person you are calling and build
that all important picture of the organisation before starting.
Again always have a Goal set for the call. Do you want to come
away with a meeting, an action or simply more information? If I
went on the Judo mat without being fit, or knowing my best
technique and my competitor's weakest technique, I would have
more chance of loosing. Apply this to your calling and your
conversations become more meaningful.
Of course sport made me fit, but it also gave me that sense of
achievement that we all need. If I had a good night at training,
then my next day at work would be good and if my day at work was
successful, then I would usually have a good night at training.
Success breeds success.
Above all prioritise your life and find out what makes you
happy. This will determine your balance and allow you to share
your time effectively. You are in control of your dreams and
only you can achieve them.
Ian Rose Professional Speaker, Double Paralympic Medallist and
Successful Salesman Find out more about my sales speeches at
www.ianrose.org or email me at ian@ianrose.org
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