Page 50 - GS140601
P. 50
Education
Think like a marathon runner
By Jeff Fortney the 162-game season "a marathon," especially after a loss.
Clearent LLC A long business meeting may be described as a marathon.
And many successful merchant level salespeople view
arathons have always intrigued me. No, I selling as a marathon. Their mindset, like that of a
don't want to run one. My interest is more marathon runner, is what drives them to their success. It
about the marathon runner's mindset. The can also provide direction for those just getting started in
M first marathon I watched was the women's the business, as well as those who are struggling today.
marathon in the 1984 Olympics. The camera would flash Four winning strategies
to the leader throughout the race. Her pace never changed,
nor did her facial expression – not even as she crossed the Regardless of where you are in your career, here are four
finish line. I wondered how she got "into the zone." What guidelines that will help you finish the race ahead of the
drove her to keep going? pack.
One former marathon runner described the race as "ticking 1. Slow and steady wins the race. When you
off miles." He said his own mindset when running was begin a new year, remember that you can't come
that he had to make it to the next mile, and then the next out of the gate in a sprint. You must keep the same
mile after that. He added that great marathon runners pace throughout the year. You will reach your
never considered the total distance – some 26 plus miles goals with consistent effort. This is not to say that
– as they ran. This is because if they got tired or suffered you shouldn't have a sense of urgency, because
a cramp, finishing the race would be overwhelming. By you should. Just recognize that if you expend too
viewing the race one mile at a time, it was easier to work much energy or effort early on, you won't have the
through these challenges. same commitment or energy at the end of the year.
The term "marathon" has come to mean anything of length 2. Measure success by the mile. Don't obsess
that requires a commitment. A baseball manager will call about your annual sales goal until the end of
the year. Instead, concentrate on smaller, more
achievable milestones. Set segmented goals that
will take only a week or month to achieve.
By striving to finish each milestone, you will be
able to persevere during periods when you are not
as successful as you had planned. This practice
will help you make it through times in which
signings seem few and far between, diminishing
the likelihood that negativity will impact your
overall performance. Remember, you will win by
finishing each individual milestone, no matter
how long it takes to reach each one.
3. Never pass up a water station. Marathon runners
always hydrate. They know the importance of
water stations; they must replenish their bodies
with necessary fluids. In the payments world,
we tend to work whatever hours it takes to be
successful. That often means we find ourselves
working into the evenings, early mornings and
every time in between. Unless we take time to
replenish, our effectiveness will gradually fade.
You must have downtime every day. Otherwise,
finishing the race – and success – will be harder
to obtain.
4. Prepare for "hitting the wall." A marathon
runner calls the 20th mile "the wall." That is where
the body finally says enough, and many runners
find they can't go on. This is where the expression
"hitting the wall" comes from.
50
Think like a marathon runner
By Jeff Fortney the 162-game season "a marathon," especially after a loss.
Clearent LLC A long business meeting may be described as a marathon.
And many successful merchant level salespeople view
arathons have always intrigued me. No, I selling as a marathon. Their mindset, like that of a
don't want to run one. My interest is more marathon runner, is what drives them to their success. It
about the marathon runner's mindset. The can also provide direction for those just getting started in
M first marathon I watched was the women's the business, as well as those who are struggling today.
marathon in the 1984 Olympics. The camera would flash Four winning strategies
to the leader throughout the race. Her pace never changed,
nor did her facial expression – not even as she crossed the Regardless of where you are in your career, here are four
finish line. I wondered how she got "into the zone." What guidelines that will help you finish the race ahead of the
drove her to keep going? pack.
One former marathon runner described the race as "ticking 1. Slow and steady wins the race. When you
off miles." He said his own mindset when running was begin a new year, remember that you can't come
that he had to make it to the next mile, and then the next out of the gate in a sprint. You must keep the same
mile after that. He added that great marathon runners pace throughout the year. You will reach your
never considered the total distance – some 26 plus miles goals with consistent effort. This is not to say that
– as they ran. This is because if they got tired or suffered you shouldn't have a sense of urgency, because
a cramp, finishing the race would be overwhelming. By you should. Just recognize that if you expend too
viewing the race one mile at a time, it was easier to work much energy or effort early on, you won't have the
through these challenges. same commitment or energy at the end of the year.
The term "marathon" has come to mean anything of length 2. Measure success by the mile. Don't obsess
that requires a commitment. A baseball manager will call about your annual sales goal until the end of
the year. Instead, concentrate on smaller, more
achievable milestones. Set segmented goals that
will take only a week or month to achieve.
By striving to finish each milestone, you will be
able to persevere during periods when you are not
as successful as you had planned. This practice
will help you make it through times in which
signings seem few and far between, diminishing
the likelihood that negativity will impact your
overall performance. Remember, you will win by
finishing each individual milestone, no matter
how long it takes to reach each one.
3. Never pass up a water station. Marathon runners
always hydrate. They know the importance of
water stations; they must replenish their bodies
with necessary fluids. In the payments world,
we tend to work whatever hours it takes to be
successful. That often means we find ourselves
working into the evenings, early mornings and
every time in between. Unless we take time to
replenish, our effectiveness will gradually fade.
You must have downtime every day. Otherwise,
finishing the race – and success – will be harder
to obtain.
4. Prepare for "hitting the wall." A marathon
runner calls the 20th mile "the wall." That is where
the body finally says enough, and many runners
find they can't go on. This is where the expression
"hitting the wall" comes from.
50
