Episode #483 – Randy Neufeld

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.

Outline of This Episode

• [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.

The Overlooked Link Between Fitness and Sales Success

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.

Habits That Fire Up Your Day

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.

Tackling Common Roadblocks

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.

Connect with Randy Neufeld

• Randy Neufeld on LinkedIn

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Learn More About Randy Neufeld

1. Pivotal Moment

I was overweight and sluggish.  I ate a lot of fast food and snacked continuously.  My weight had started to climb.  A friend of mine and I were talking about eating healthy and the benefits.  I decided it was time to change my lifestyle.  I started by losing weight.  I lost over 35 pounds in a short time frame.  I started to feel better and started to have a lot more energy.  That Christmas, my wife bought me a gym membership.  I started going and loved it.  What I noticed was that I was a lot more focused, sharper, and could think more clearly.  This gave me a lot more confidence.  All these things added up to being able to do my job faster, more accurately.  It didn’t take long from when I got back into shape for me to notice a change in my performance at work.

2. Specific Practice

I believe morning workouts are the best.  It’s the one time of the day that you don’t have competing priorities.  If you do after-work or evening workouts, something always comes up. Getting to the gym just after 5:00 AM gives me the time to complete my workout, head home, and have a healthy breakfast before heading into work.  When most people show up to work looking for a coffee to get their day started, I get there ready to go, full of energy.  I rarely drink caffeine of any type.

3. Most Challenging Period

I honestly haven’t had too many challenges.  I think the key is deciding it is a priority, then consistently making it happen.  Scheduling your workouts, both the time of day and the number of days you plan to work out, is the key.  There are some days when you simply don’t want to do it.  Those are the days you need to push yourself and go.  You will feel so much better after you work out.

4. Top Three Must-Haves

1. Schedule your workouts and stick to them like you would an important meeting or a doctor’s appointment.  You’ll probably have fewer doctor’s appointments once you are healthy.

2. Especially at the beginning, make sure you have some way to hold yourself accountable.  That could include a personal trainer or a gym partner.  If I miss a few days at the gym, I will have two or three people check in on me.

3. Change your eating habits.  Your weight is determined by what you eat, and your fitness levels by what you do in the gym.  If you don’t change your habits, you will have to work a lot harder at the gym to make up for it.  I was never a big drinker, but I stopped drinking alcohol and pop.  I know to drink protein shakes and water 99% of the time.  Planning healthy lunch options instead of grabbing fast food.

5. Evolving Relationship Between Fitness and Work

Employers are looking for people who are focused and can get the job done efficiently and on schedule.  When you start your day running and are focused and confident, you will do a better job.  Being fit will give you a head start and keep you going at a steady pace.

6. Overlooked Practices

The owner at the gym I go to has a tattoo that says, “Nothing changes, if nothing changes”.  You need to decide you want to make the change and then follow through.  Today, everyone is looking for instant changes.  When it comes to health and fitness, there are no shortcuts.  Don’t get discouraged if the changes don’t come as quickly as you’d hoped.  Set long term and short-term goals.  Once they are achieved, set more goals.  If you don’t hit your targets adjust and get back at it.  If you set a goal to lose 10 pounds but you only lose 8, you will still feel much better than if you hadn’t started.  Re-adjust the goal and go after it.