Simple Fitness Changes for Salespeople on the Go, Ep #481

Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally.

Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome.

For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure.

By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach, speaker, and author of "The Six Fundamentals of Sales Know How To."

Known for his clear, actionable advice, Ian shares how structured fitness routines can sharpen mental resilience, increase motivation, and help you achieve that all-important sense of accomplishment—even in the face of sales' toughest challenges.

From 5:15 a.m. gym sessions to mastering the art of "keeping the water up," Ian reveals the habits that fuel his energy and productivity, both in his business and his life as a masters rower. 

Whether you're a road warrior battling travel temptations or simply searching for ways to boost your daily focus, this episode is packed with practical tips and real-world wisdom to help you bring your A game—physically and professionally. 

Outline of This Episode

• [00:00] Career benefits of a morning gym routine
• [04:16] Ian's fitness and hydration habits
• [08:22] Prioritize your health because it's constant
• [10:53] Three key essentials for wellbeing: Exercise three times a week, find quiet time for reflection, and maintain proper nutrition
• [11:08] Fresh air and quiet space allow you to collate your thoughts 
• [13:01] Improve creativity and professional performance by getting fitter and altering your relationship with alcohol

Fitness as Mental Fitness

Ian Cartwright emphasizes that fitness isn't just about looking good—it's about sharpening your mental edge. He likens sales to rowing, an activity he's passionate about: "You can't control the outcome, but you can try and execute 200 perfect strokes." In both sales and sport, discipline over your activities—preparation, practice, routines—matters more than fixating on results.

He recommends:

• Early Morning Workouts

Whether at home or traveling, Ian makes it a point to visit a gym; this consistency sets the tone for his entire day.

• Hydration

Keeping the water up—especially in a profession built on back-to-back meetings and endless coffee—is vital. Dehydration quickly leads to mental fog, sapping focus and productivity.

• Rowing (Erging)

As a master rower, Ian includes long sessions on the rowing machine. This routine not only works the body but also provides extended periods for thinking and processing, combining physical exertion with creative reflection.

Well-Being in High-Pressure Sales

Sales can be a grind. Targets are moving, deals take time, and rejection is part of the territory. That's why Ian sees fitness as an essential part of resilience.

Physical health helps salespeople bounce back, stay persistent, and "top up their tank"—staying sharp and ready for opportunities.

He draws clear parallels between celebrating small gains in fitness (lifting an extra kilo, running a little further) and maintaining consistent sales activities. Both reinforce confidence and momentum.

Common Challenges—and How to Overcome Them

Travel, social gatherings, and high-pressure environments often undermine healthy habits.

Ian humorously refers to these hazards as "buffets, booze, and bum warming," highlighting the sedentary and indulgent lifestyle that salespeople can fall into.

His antidote is kindness and realism. Don't set yourself up to fail; start with attainable routines—three workouts a week, daily hydration, and making time for fresh air and reflection.

Don't compare yourself to others; focus instead on what you can control.

Recognizing Burnout and Countering the "Fog"

Fatigue and burnout manifest as mental fog and unproductive days. The key, says Ian, is knowing your own rhythms and triggers: "If you know your own rhythm, then you can set yourself up better for success."

.css-j9qmi7{display:-webkit-box;display:-webkit-flex;display:-ms-flexbox;display:flex;-webkit-flex-direction:row;-ms-flex-direction:row;flex-direction:row;font-weight:700;margin-bottom:1rem;margin-top:2.8rem;width:100%;-webkit-box-pack:start;-ms-flex-pack:start;-webkit-justify-content:start;justify-content:start;padding-left:5rem;}@media only screen and (max-width: 599px){.css-j9qmi7{padding-left:0;-webkit-box-pack:center;-ms-flex-pack:center;-webkit-justify-content:center;justify-content:center;}}.css-j9qmi7 svg{fill:#27292D;}.css-j9qmi7 .eagfbvw0{-webkit-align-items:center;-webkit-box-align:center;-ms-flex-align:center;align-items:center;color:#27292D;}