Marathons

In a marathon, at mile 20, there is a phenomenon called "the wall." At this wall, the body, which stores enough sugars to keep going for about 20 miles, stops moving. Runners who have completed more than a few marathons, at certain times in their career, experience this wall. Paula Radcliffe, who holds the world record for the fastest marathon run by a woman, hit the wall in the 2004 Olympics. She faded, then stopped, slumping down on the pavement next to the spectators, crying. Hitting that wall is not a pretty sight.

Even with the wall, thousands of runners, of every skill level, every year, finish a marathon. They deny the physical limitations of the body and they push themselves further then they thought possible. They are able to soar beyond the 20 miles, pushing themselves the extra 6.2 miles to the finish. Think about it for a minute: where from your house is 26.2 miles? If one runs the island of Manhattan, that is only 22 miles. A marathon is a long road.

Sales is the same way. Whether it's prospecting, making follow-up calls, or filling-up the pipeline after a few deals drop out. Mentally, you force yourself to keep going--you climb the wall. Find what moves you to gain momentum and keep going. When your energy starts to fade, push. When you make your cold calls, make one more than you planned.When you make a proposal, go next door and make a spontaneous cold call. Before you go home for the day, call one more prospect.

Climb the wall, finish with your head up, and have a strong kick to finish your own marathon

Success to you!
David


Recruitment Training International

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