Episode #481 – Ian Cartwright

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.” If you miss a session or slip up, avoid self-criticism—just get back on track the next day.

Sales isn’t just a numbers game—it’s a human endeavor. Prioritizing physical health, nurturing routines, and cultivating a resilient mindset transforms how you show up, both for your clients and for yourself. So lace up your trainers, fill up your water bottle, and invest in your most important sales asset—yourself.

Resources & People Mentioned

• Admiral William H. McRaven
• The 6 Fundamentals of Sales Know-How 
• Ian Cartwright — The Practical Sales Academy 

Connect with Ian Cartwright

Ian Cartwright on LinkedIn

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Learn More About Ian Cartwright

1. What was a pivotal moment in your life or career when you realized the impact that physical fitness can have on professional performance?

2022, see below.

2. Can you share a specific fitness or wellbeing practice that has consistently helped you perform at a higher level? Please provide an example where it made a noticeable difference.

For me it was reducing alcohol intake and starting by 5:30am gym sessions. Doesn’t happen every day but at least 3-4 times per week. Gets me energised and lifts the morning fog. I personally have never been more creative (for better or worse) both from a work and personal perspective. Totally understand that’s it’s not for everyone but works for me.

3. What has been the most challenging period in balancing health and career performance, and what habits or strategies helped you turn it around?

Probably in 2011 coming off 8 years of international travel, working through the aftermath of Christchurch earthquakes and deliberately moving out of my comforts zone from an employment perspective. Biggest learning was to trust myself and focus on the daily activity, the rest will look after itself.

4. What are your top three must-have habits, tools, or resources that professionals should use to improve their fitness and overall performance at work?

• Routine & clarity: get your workout done early, so you have achieved something already.
• Morning self- meeting: set your priorities for the day so you are focussing on what matters, not what pops up first.
• Water: Helps dilute all those coffee meeting caffeine hits but keeps your mind fresh.

5. With the workplace becoming increasingly demanding and technology playing a larger role in our lives, how do you see the relationship between fitness and professional performance evolving in the future? What should people do to stay ahead?

• In my mind fitness builds resilience and fills your tank – both mentally & physically. This in enhances our ability to cope with the increasing influence and rate of technology change.
• Productivity will be increasingly improved by understanding your own rhythm, knowing when you work best, workout best and what works for you.

6. What are some simple but powerful fitness or wellbeing practices that most professionals overlook — but could make a big difference if adopted?

• Look after number 1, you can’t help others if you don’t; help yourself first whether that be in business or your personal life. You’ll still be around when that corporate has finished with you.
• Work out what works for you and avoid comparing yourself to others, especially in this day and age.
• Make time to chill out, slow down and recalibrate.