Your Sales Training Run: The Power of Preparation and Training

Remember that solemn vow I made two years ago never to put myself through the torture of a 24-hour trail run again? Well, here I am, two years later, standing post-training run, preparing for a winter race in just two weeks. 

The circumstances couldn’t be more different from my summer suffering. It’s early March, freezing cold, with potential snow or nasty weather in the forecast. Yet somehow, I’ve committed not just to one race but to a series of NINE trail events this year, ranging from 5Ks to 10-milers. 

I’m excited but also slightly concerned that my training has started a bit too late. But hey, it’ll work out if I put in consistent effort, right? Which brings me to the burning question after my first training run with only 14 days until race day: Is it okay to start tapering now? (Fellow runners, I see you laughing.) 

This perfectly mirrors the sales process. Your "sales training run" means going out and doing the early work—calling leads, identifying and connecting with prospects. You need to put in those training miles on your sales process so that when race day (or presentation day) arrives, you’re fully prepared to hit the quota you’ve been assigned. 

Me with Bessie the Cow

Sales Training Tips

Let’s dive into how preparation and training are critical for both running and sales success—and why starting early is the key to crossing your finish line strong. 

1. Start Early: Build Your Base 

In running, building an aerobic base is essential before tackling speed work or long distances. Similarly, in sales, your “base” is your pipeline. Start early by prospecting consistently and filling your funnel with qualified leads. Waiting until the last minute—whether it’s cramming miles into your training or scrambling to hit your quarterly quota—will leave you gasping for breath. 

2. Consistency is Everything 

Training for a race requires steady effort over weeks or months. In sales, consistency is equally vital. Regular outreach calls, follow-ups, and client meetings build momentum over time. Sporadic bursts of activity won’t yield the same results as a disciplined daily routine. 

3. Adapt to Conditions 

Trail running teaches you to adapt to unpredictable terrain and weather. Similarly, sales professionals must adjust their strategies based on market conditions or client needs. Flexibility in both pursuits ensures you’re ready for whatever challenges come your way—be it a steep hill or an unexpected objection during negotiations. 

4. Set Realistic Goals 

Before committing to nine races this year, I broke them down into manageable distances—5Ks here, 10-milers there—to keep myself motivated and focused. In sales, break your annual quota into smaller monthly or weekly targets. Achieving these incremental goals will build confidence and keep you on track. 

5. The Importance of Training Miles 

Just as runners need to log miles to prepare their bodies for race day, sales professionals need “training miles” too. This means practicing pitches, refining presentations, and role-playing scenarios with colleagues. These repetitions build muscle memory so that when it’s time to perform in front of a prospect, you’re ready. 

6. Don’t Wait Until It’s Too Late 

Starting my training only two weeks before race day has me questioning my readiness—and it’s no different in sales. Waiting until the end of the quarter to fill your pipeline is like cramming all your long runs into the final week before a marathon—it’s ineffective and exhausting. The time to start is now. 

7. Learn from Every Run (or Call) 

After every training session, I reflect on what worked and what didn’t—Was my pace too fast? Did I hydrate enough? In sales, adopt the same mindset after every call or meeting. Analyze what went well and where you can improve so that each interaction builds on the last. 

8. Tapering: Timing Matters 

Runners know that tapering—reducing mileage before a race—is essential for peak performance on race day. In sales, this means pacing yourself as deadlines approach without losing focus on closing deals or delivering presentations at your best. 

9. Mental Preparation is Key 

Running isn’t just physical—it’s mental too. Visualizing the course helps me anticipate challenges like steep climbs or tricky descents. In sales, mental preparation means knowing your product inside out and anticipating objections so you can handle them with confidence. 

10. Celebrate Small Wins 

Whether it’s completing a tough training run or closing a small deal, celebrate progress along the way! These moments fuel motivation and remind you why you’re putting in the effort—whether it’s crossing a finish line or hitting (and exceeding) your quota. 

Putting It into Action 

Now that you understand the parallels between running and sales, it’s time to apply these insights to your sales strategy. Here’s how: 

• Develop a Personalized Training Plan: Just as runners tailor their training to their specific goals and fitness levels, create a sales training program that addresses your team’s unique needs and skill gaps. Use tools like skill assessments and feedback sessions to ensure your training is relevant and effective. 

• Implement Active Learning Techniques: Incorporate role-playing, shadowing, and real-world scenarios into your training. These methods help sales professionals apply theoretical knowledge in practical situations, enhancing retention and performance. 

• Focus on Continuous Improvement: Regularly evaluate your sales performance using metrics and feedback. This ongoing assessment allows you to refine your strategies and training programs, ensuring they remain aligned with your business goals. 

• Emphasize Mental Preparation: Invest in training that enhances mental resilience and strategic thinking. This includes understanding your product, anticipating objections, and developing a strong sales mindset. 

By integrating these strategies into your sales approach, you can build a strong foundation for success—just like a well-planned training run sets you up for a great race. Whether you’re preparing for a big sales quarter or a marathon, remember that preparation is your superpower. 

At Lighthouse Sales Advisors, we specialize in helping teams develop winning strategies rooted in discipline and innovation. Contact me to learn how I can help you prepare for your next big win!