What if the key to unlocking these capabilities lies not in another sales workshop, but in a pair of running shoes or a set of gym weights? On this episode of the Sales Reinvented podcast, I talk with Randy Neufeld, President and GM at Kubota Thunder Bay, who shares how his journey from sluggish and overweight to fit and focused transformed not just his health, but his entire sales career.

• [00:00] The role of fitness in building strong customer relationships and leading high-performing teams.
• [04:50] Consistency and planning ahead are key to effective workouts.
• [08:24] Change poor lifestyle choices by opting for healthier options.
• [12:06] Persevere through setbacks; results will gain recognition.
• [13:51] How exercise led to improved business opportunities for Randy.

Randy pulls no punches: physical fitness isn't just about looking good, but about being sharp, energized, and ready to deliver at your best. When you're physically fit and mentally fit, you're sharper, you're more alert, you have more energy. This heightened focus and self-confidence radiate during customer interactions. First impressions count, and a salesperson exuding vitality and positivity is inevitably more compelling.

How does a busy sales leader incorporate fitness into a jam-packed routine? According to Randy, it's ruthless consistency. His formula is simple yet effective. He starts every day with an early-morning workout at a high-intensity interval training (HIIT) gym, before most people have even hit the snooze button. This non-negotiable morning ritual, coupled with a healthy breakfast, ensures he arrives at work already energized and in the right mental space.

Randy recommends:

• Scheduling your workouts for times least likely to be disrupted, for most, that's early morning.
• Making your fitness routine non-negotiable, just like an important meeting.
• Planning your workouts in advance, so you don't waste mental energy debating whether or what to do.

Sales is notorious for high stress and burnout rates. Randy credits his morning exercise for making him more relaxed and less susceptible to stress during the workday. A lot of stress is caused by people being rushed, whereas when your blood's flowing and you've had a good meal, you're coming to work ready to go. It's a simple formula: controlled mornings equal calmer, more productive days.

Many sales professionals struggle with two core lifestyle challenges: inconsistent exercise and poor eating habits. You need to protect your workout time from life's interruptions, don't accept your own excuses, and treat your workouts as you would any professional obligation.

Perhaps the most inspiring part of Randy's story is the tangible effect his lifestyle change had on his career trajectory. Losing weight, eating better, and adopting regular exercise led to a more positive outlook, which in turn "opened doors" in his professional life. He transitioned into a new career, enjoyed new opportunities, and ultimately bought into a business, all steps he attributes, at least in part, to the confidence and drive fueled by fitness.

Surround yourself with like-minded people, celebrate small wins, and focus on the next milestone, not just the mountain ahead. In sales (and in life), physical fitness isn't optional self-care; it's a critical lever for sustained performance and professional pride.

• Randy Neufeld on LinkedIn

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Managing energy through fitness is vital for sales success, as Steve Whittington, President of Roadmap, go-to-market strategist, and mountain climber, well knows. Steve offers insights into the routines and habits that boost resilience, focus, and motivation in this demanding profession.

From lead climbing and HIIT training to the importance of making fitness sacred, Steve highlights how prioritizing well-being can directly impact confidence, stress management, and ultimately, sales results.

Steve shares actionable tips on bringing your best self to every client interaction, and shares a real-world example tying peak physical achievement to peak sales performance.

• [00:00] Physical fitness is crucial for energy management & professional performance.
• [09:21] Prioritize exercise even amidst a busy schedule.
• [10:36] Staying fit while traveling.
• [14:20] Create a committed routine with an accountability partner to improve consistency.
• [17:05] How climbing Everest boosted Steve's professional career.

For Steve Whittington, physical fitness is a lifelong foundation for managing energy and building unshakeable confidence. "When it comes to performance in a professional setting," Steve says, "having the right level of energy to draw from for the challenges that you're up against is critical." Regular exercise across flexibility, strength, cardio, diet, and sleep is his formula for sustainable energy and composure under pressure.

We all know that confidence is infectious in sales. When you believe in yourself, your product, and your organization, buyers sense it, and they feed off it. For Steve, the discipline instilled through fitness translates directly to the sales floor, enabling professionals to be "always on" in fast-paced environments.

Steve's approach to physical well-being has evolved with age, but consistency remains a key factor. Stretching every morning primes his energy and focus for the day ahead. He trains five to six days a week, ensuring he hits all the "pillars" of health. But the most energizing routine for him is lead climbing, an intense form of climbing where you clip in as you ascend, demanding total focus and delivering a powerful sense of accomplishment when finishing a route. It's all about focus and stillness, as they both give a physical and mental recharge that's hard to match.

When it comes to specific, actionable fitness habits that boost sales performance, Steve offers three clear favorites:

• HIIT Training Twice a Week: High-Intensity Interval Training gives a strong foundation for overall strength and endurance.
• Consistent Morning Stretching: This sets a positive tone and sharpens focus at the start of each day.
• Early Morning Movement: Whether it's running, hitting the gym, or another routine, getting moving before work has been transformative for Steve, creating momentum and energy that carries into his professional life.

A common complaint among sales professionals is the lack of time for exercise, especially for those who are frequently on the road. Steve's solution is to make fitness non-negotiable and integrate it into your lifestyle. If you're traveling, scout gyms or running routes in advance, if possible, structure your work, like picking offices near your gym or walking routes, to bake physical activity into your day.

Accountability partners, sacred routines, and progress tracking are all vital tools to make these habits stick. Improving your fitness powers your energy; it also helps you manage stress and sustain long-term motivation. After all, you can't be your best version for others if you're not taking care of yourself first.

• Steve Whittington on LinkedIn

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