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If you’ve never taken a SoulCycle class before, allow us to paint the picture for you. You enter a room with rows and rows of stationary bikes that are mere inches apart from each other. Each person in attendance is assigned a bike number–sometimes one of your choosing. The lights are dimmed as everyone clicks their heels into the pedals. Just as you’re warming up your legs for 45 minutes of non-stop pedaling, the instructor asks you to set an intention–one that will stay with you throughout the class, as the intensity increases. Every person in the room is there for the same activity. Some will look around and see competition, wanting to be brave enough to sit in the front row because their routine is flawless; others will close their eyes and work through the class as if they’re the only person in the room. When the class is over, the instructor invites you to feel proud of getting into the seat that day, no matter the result of your ride.
Now, if you work in sales, this type of environment is familiar to you. A room filled with people who have the same goal: to sell. Yet, their intentions may vary and they may enjoy the external competition as they look around at their peers or they may use inner strength to be their best self. The formula applied to the multimillion dollar cycling movement can be used to drive sales and help your team achieve goals. Here’s how:
No one enters a brand new job or sport and earns a perfect score. To be the best at something, you need to train and work hard to improve. In a spin class, that means turning the resistance on your bike a little higher with every class. In sales, it’s increasing your volume of calls each day. Make a mental note of these small daily habits as your work toward a larger goal.
It’s normal to feel off one day. Something may not feel right in your movement or you’re finding more of your calls end in hang-ups than contracts. It’s what you do with these days that makes it count. Athletes who feel something off with their body tune into what it could be–did you push too hard, not hydrate enough, or do you need to adjust how you’re moving each class?
In sales, dialing into a post-mortem on your “off” days should be a positive view on how to improve, not a lecture on why you’re not cut out for this role. Did you speak too quickly or impersonally, did your afternoon calls suffer because you missed your morning coffee? In cases of both athletes and salespeople, off days can also become less frequent by looking around and noticing what others do differently. The tools to improve are often right next to you.
It’s nearly impossible to sit in a room of people all working toward the same end game and not feel the slightest pang of competition. Hearing an instructor call out a student for their perfect form will make the person next to them want to be next on the roll call. The top salesperson who is lauded by the boss at the end of a hectic week serves as the new benchmark of success. If everyone in the room is constantly trying to best the others, they will all continue improving and, in turn, winning. And we know, for as competitive as they can be, salespeople want to be part of a winning team.
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