Macmillan’s dictionary’s second definition of vitality is “the quality of being exciting or successful”. They are referring to a region’s economy, but it could equally refer to the economy of a professional businessperson. Being successful includes the quality of vitality. They go hand in hand.
It might still seem strange to include vitality under sales technique. But if we look at the most extreme salesperson it quickly becomes clear why that should be the case.
For example, an entrepreneur could be seen as a type of that extreme salesperson. After all, they set up their business with the help of banks, support network and a brilliant idea and even if they start out with team of salespeople, he or she will end up being a key person in bringing in revenue. It is inevitable. In effect they are a commission-only salesperson. Nobody pays their salary. They only draw money if sales are made. One thing that unites all successful entrepreneurs is their willingness to plough huge amounts of time and effort into their revenue generation, often putting their “salespeople” to shame. Most entrepreneurs instinctively know the importance of vitality. The only way to make their business successful is to be ruthless in looking after this resource. That is why you see them in the gym, running along the paths in the early morning, and generally looking after their health the very best ways they can.
It is possible to over-do the health kick. However, the point is to be sharp and ready whenever the business demands it. There is no point in feeling drowsy an hour or so after lunch. Vitality implies being able to deliver the right things over the right period of time.
It is not just entrepreneurs who need vitality. All revenue-generating people need it. In effect they run their own business, or should think like they do. Their sponsoring organisation maybe paying a salary, but in reality, this is commission paid a different way. Without sales the organisation has no revenue. With sales cash comes into the organisation. That is why business owners run huge risks when they hire salespeople- they often have to pay commission ahead of closed sales in the brave hope that their people will deliver.
Consequently, all revenue-generating people need to have a keen interest in looking after their Vitality. We at Sandler have helped assess potential sales hires on behalf of clients and it is extraordinary the large percentage that demonstrate low vitality. Unsurprisingly those have not been good candidates. There is a direct link between being a successful revenue-generator and having good levels of Vitality.
There are lots of medical reasons why you might not be able to exercise or keep as healthy as much as you would like. However, lack of time is not a medical reason and cannot be used as an excuse. Stephen Covey in “7 Habits of Highly Effective People” called his Seventh Habit “Sharpening the Saw” Staying sharp is the one habit that makes all the others possible. As he said, “most of us think we don’t have enough time to exercise…We don’t have time not to.” In his book he suggested all we need is a minimum of three hours per week. You might like to aim for his suggestion of six hours per week. That might seem a lot. However, if it is important to you, you can find that time during a week. Exercise does not require any expensive equipment and it does not need you necessarily to travel anywhere. It does require you to decide to do it and exercise will power.
Nearly one-third of adults age 51 and older experience fatigue, according to a 2010 study in the Journal of the American Geriatrics Society. But very often the reasons are not specifically age-related. Fatigue is typically a sign of a health problem. According to CNN Health “sleep problems, pain and gastrointestinal reflux can induce fatigue, as can infections, conditions such as arthritis, an underactive thyroid, poor nutrition and alcohol use.”
There are plenty of studies that identify most people do not get enough rest. If you are under pressure to produce revenue, good quality sleep might be hard to come by. Unfortunately, it has to be the other way around. Good sleep means you are more likely to hit your targets and dreams.
According to the NHS if you experience feeling very tired, find it hard to concentrate and have mood swings you could have sleep apnoea and not even realise it. In other words, your vitality levels could be affected by sleep issues. Untreated sleep apnoea sufferers, and I used to include myself, find themselves falling asleep very easily during the day. As it is a gradual process of sleep deprivation you might just think you are getting old or you have always been able to fall asleep within seconds of sitting down after a hard day’s work. The problems are not just about lacking Vitality: if you have untreated sleep apnoea you are more likely to suffer from high blood pressure, you are more likely to have a stroke and you are more likely to be depressed or develop diabetes. Gentle snoring is one thing, sleep apnoea where you repeatedly stop breathing during the night is quite another. The snoring that is keeping your family awake is more likely to be apnoea if you are overweight, but it can even happen, like for me, when you are not overweight. Many sufferers are not even aware they have the problem and go for years without diagnosis or treatment. If you are serious about your levels of Vitality, you cannot be one of them.
Dr Michael Moseley suggests in his book “Fast Asleep” that it is not just the amount of time we spend in bed that counts but the amount of good quality sleep we get when we are there. He has investigated the scientific evidence and concludes that a lot of how we sleep comes down to diet. The World Health Organisation maintains that “worldwide obesity has nearly tripled since 1975.” In the US NHANES 2016 statistics showed that about 39.6% of American adults were obese. In 2020 the UK’s NHS stated that 26% of men and 29% of women were obese. These figures are shocking.
“Obese people experience fatigue and decreased physical endurance that indicates diminished energy supply in the body”, according to a study by Danuta Vlodek and Michael Gonzales. According to the report, there is a direct correlation between obesity and low vitality levels. This suggests that to be successful in our business life we must look after our weight. There are lots of reasons why you might not be at a good weight, and according to the above study, that does not necessarily include over-eating or being sedentary. Whatever the factors are that determine your own weight to height ratio (your BMI), you are responsible for doing the best you can. That might mean a radical change in lifestyle.
Perhaps your biggest motivator to having good Vitality is not increasing revenue for your business at all. It could be that you will be more able to enjoy your family, both right now and for a lot longer than otherwise in the future. High BMI contributed to an estimated 4 million deaths globally in 2015 according to a study in “The Lancet”. Life expectancy from age 40 years was 4·2 years shorter in obese men and 3·5 years shorter in obese women. The scientific evidence suggests you will live longer if you have a healthy BMI score.
You might hate exercise, or you might not have found a regime or an eating plan you like. These again are not reasons to use for poor vitality levels. As a sales professional you owe it to yourself, to your organisation and to your family to do what it takes to be as healthy and fit as your circumstances allow. Eat well, sleep well, exercise well. Set goals and track your valuable resource, Vitality.
Practical Exercises
Set an Exercise Goal. Set an exercise goal and track your progress, preferably every week. It can be as uncomplicated as brisk walking. What would be a good goal for the year? 1000 miles? Make it do-able but challenge yourself a bit too! It does not have to be obvious exercise; dancing, gardening, whatever you can bring yourself to do regularly that will keep you fit. Ideally find something you actually like doing. If the doing of it is pleasant, not just the having done it, you are more likely to keep it up, even in the dark winter.
Set Health Goals Set other health goals, particularly if physical exercise is not an option. What is your BMI score? Would losing a few pounds make sense? Or gaining some? If so, how much and by when? How can you achieve that? Would that mean giving up something you really enjoy? That might work for a while, but if, for example you are thinking of giving up alcohol, would that be something that you will stick to? Plan and be prepared to make long-term, maybe permanent, changes.
Ensure good quality sleep . Get enough good quality sleep. Figure out what helps you relax and unwind. You probably already know that alcohol is not a good long-term fix. The occasional massage might be, however. Research what works for you. You might be a “lark” in which case early bed and early rise is perfect. But as an “owl” you might need to re-adjust your program to allow good quality work to happen later in the day and incorporate a later start.
Conclusion
Vitality is so important in helping keep your business alive and well. Entrepreneurs instinctively know this, and as a businessperson you must make high levels of vitality a top priority. Your body is the engine for your own business; you need to look after it.
You might also be interested in:
Make a comment