Mental preparation for success

Mental preparation for success

Personal vision of Sales Manager 2. Begin with the end in mind

Stephen Covey’s second habit is at the heart of most coaching (sports and business) in achieving the goals you set yourself.

One of the many ideas in this habit is that you create things twice: once in your mind, i.e. you visualise your goals, your life’s work, your Olympic race, whatever it is you want to succeed in; then once in reality – you make it happen.  After the fantastic success of the TeamGB athletes in this years’s London Olympics, you will hear a lot of them talk about the importance of their mental preparation as well as their physical preparation in achieving their medals.

The most famous example is that of Mohamed Ali, his mental strength and mindset were what set him apart, in addition to his natural talent. Over the years in books and TV interviews he has revealed how he conditioned his mind before a match to give him a very high chance of success once he got in the ring.

He once described in a TV interview how he would focus his mind on the actual experience of being there in the ring. He would feel the sensations, see the reactions, feel the punches, be aware of the sweat, the sounds, the sights, the flashes of the cameras.

He would rehearse the fight in his mind as if he were recording each moment. He gave this mental routine a name which coaching experts have since picked up. He called it creating a “Future History.”

How does this help you recruit and train your new Sales Managers?

Before you promote your best person, or before you decide who to promote, get your potential Sales Managers to put in writing what they would do if they were made Sales Manager. Encourage them to visualise themselves in the role before you appoint them, how they would manage and motivate their team, where the big new accounts will come from, how they want to be remembered in that role.

This visualisation technique will give them ideas before they start, and give you a good idea of who is ready for such a role and what level of success you can expect from them.

You can get your external candidates to do this exercise as a pre-selection activity before their job interview too.  (Tip 1 of 49 in “Superhero Sales Manager in 7 days”)

Try it and let me know how it works for you.

2 thoughts on “Mental preparation for success

  1. Great article Nicola and so true! Thoughts become things and every good sales manager can help the members of their team to picture the result they want first by asking the simple question, “What do you want?”

    • Thanks Colin. You are right, Sales Managers are often so busy trying to find solutions to everything they forget to ask powerful questions that could give them insight, empower and motivate the team and gain better solutions in the process. Thanks for your comment.

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