Trusting in Your Preparation: Lessons from Running a Marathon & Sales – Jeff Kirchick & Carson Heady

Preparing for a marathon and sales have a lot in common. In a recent conversation between Jeff Kirchick and Carson Heady, the topic of “trust in your preparation” was discussed, and how it is crucial for both marathon runners and sales professionals to trust in their preparation.

Jeff, who is preparing for yet another Boston Marathon, talked about the importance of the tapering phase in marathon training. This is the period of time leading up to the race where runners start to reduce their mileage and allow their bodies to recover from the intense training they have done leading up to the race. Mentally, this can be challenging because runners may start to doubt whether they are ready for the race because they haven’t run a long distance in a while. However, Jeff emphasizes that this tapering phase is intentional and necessary, as runners need to trust in the preparation they have done leading up to the race.

Similarly, in sales, professionals need to trust in the little things they do every day to get them to where they need to be. When things get tough, it’s easy to panic and start pushing too hard, trying to force deals to close or customers to buy. However, this often backfires because it’s unnatural and can come across as pushy and desperate.

Instead, sales professionals need to remember what has made them successful historically and trust in their preparation. They need to have confidence in the process and the steps they take every day to build relationships, uncover needs, and provide solutions. This doesn’t mean they can’t make adjustments or pivot when necessary, but it does mean they don’t need to radically rewrite their process just because things aren’t going their way.

What’s also important is resilience and character. Like Jeff, who has faced unexpected challenges during his marathon training, sales professionals need to be prepared to face the unexpected and adapt to changing circumstances. This means being able to recalibrate and set new goals, even in the face of setbacks.

In summary, trusting in your preparation is crucial for both marathon runners and sales professionals. It’s important to have confidence in the process, trust in the little things you do every day, and be prepared to face the unexpected. By doing so, you’ll be better equipped to handle the pressure and achieve your goals.