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It’s Only Common Sense: Train Like an Olympian—A Guide for Salespeople

I had a friend who was at the University of Wisconsin with Eric Heiden, the great Olympic speed skater. He said it was nothing for Eric and his pals to set out on 80- or 100-mile bike rides every weekend morning. Another Wisconsin-based speed skating champion, Bonnie Blair, would spend eight to 10 hours a day on the ice. When not on the ice, she was in the gym for another several hours. These athletes were dedicated. They were giving their all to being the best in the world. There is a lot to be said about that kind of dedication.

I had a friend who was at the University of Wisconsin with Eric Heiden, the great Olympic speed skater. He said it was nothing for Eric and his pals to set out on 80- or 100-mile mike rides every weekend morning.

In the competitive world of sales, continuous improvement is key to staying ahead. Just as Olympians dedicate their lives to training and honing their skills, salespeople should adopt a similar mindset to achieve peak performance. I researched some of the training methods these athletes use so that those of us in sales can incorporate them into our work to help us be the best in our field. Here are some of them:

Goal setting 
Olympians: Set clear, measurable, and time-bound goals to track progress and stay motivated.

Salespeople: Define specific sales targets such as the number of calls, meetings, or deals closed within a certain period. Break these targets down into manageable daily and weekly goals to maintain focus and motivation.

Practice
Olympians: Engage in daily training sessions to refine their techniques and build muscle memory.

Salespeople: Regularly practice sales pitches, role-playing scenarios, and objection handling. Consistent practice helps to develop a natural, confident approach during real sales interactions.

Coaching and Feedback
Olympians: Work closely with coaches who provide personalized feedback and strategies for improvement.

Salespeople: Seek mentorship from experienced sales professionals. Regular feedback from managers and peers can provide valuable insights into areas for improvement and reinforce effective techniques.

Mental Toughness
Olympians: Train their minds to stay focused and resilient under pressure.

Salespeople: Develop mental toughness through mindfulness techniques such as meditation and visualization. This helps in managing stress and staying composed during challenging sales situations.

Physical Fitness
Olympians: Engage in rigorous physical training to enhance strength, endurance, and agility.

Salespeople: Incorporate regular physical exercise into  routines. Physical fitness can improve overall well-being, reduce stress, and increase stamina—all of which contribute to better performance in sales.

Continuous Learning
Olympians: Stay up to date on the latest training techniques and advancements in their sport.

Salespeople: Continuously update knowledge and skills. Attend sales training programs, workshops, and webinars, and read industry-related books and articles to stay ahead of trends and improve sales strategies.

Using Technology
Olympians: Use advanced technology for performance analysis and improvement.

Salespeople: Leverage sales technology, such as CRM systems, analytics tools, and automation software. These tools can help track performance, identify trends, and streamline sales processes.

Adaptability
Olympians: Adapt their training methods based on performance data and changing conditions.

Salespeople: Be flexible and willing to adapt sales strategies based on market conditions, customer feedback, and performance metrics. This agility can help in staying relevant and effective.

Team Collaboration
Olympians: Train with teammates to foster a supportive and competitive environment.

Salespeople: Collaborate with team members to share insights, strategies, and successes. A collaborative environment can enhance learning and motivation.

Visualization Techniques
Olympians: Use visualization to rehearse their performance mentally and achieve desired outcomes.

Salespeople: Visualize successful sales interactions and outcomes. This mental rehearsal can boost confidence and prepare the mind for real-life sales scenarios.

Data Analysis
Olympians: Analyze performance data to identify strengths and areas for improvement.

Salespeople: Regularly review sales data to understand trends, measure success, and pinpoint areas needing improvement. Use this data to refine sales strategies and tactics.

Competitive Analysis
Olympians: Study their competitors to understand their strengths and weaknesses.

Salespeople: Conduct competitive analysis to gain insights into competitors' strategies, strengths, and weaknesses. Use this information to differentiate your offerings and enhance your value proposition.

Resilience Building
Olympians: Develop resilience to overcome setbacks and stay committed to their goals.

Salespeople: Build resilience by learning from failures. Embrace challenges as opportunities for growth and maintain a positive attitude, even in the face of rejection.

Passion
Olympians: Are completely into what they do. They are 100 percent committed, with their head and their heart. The goal is their life.

Salespeople: Must love what they do with all their hearts. To succeed, they must believe in what they are doing, that it is important, and that it matters.

In the end, training like an Olympian requires a commitment to excellence, continuous improvement, and a holistic approach to personal and professional development. By adopting these Olympian training methods, salespeople can enhance their skills, boost their performance, and achieve their sales goals with the same dedication and passion as elite athletes.

It’s only common sense.

Dan Beaulieu is president of D.B. Management Group.