I recently revisited an episode of RadioLab called “Cut and Run.” For those unfamiliar, RabioLab is known for exploring the boundaries between science, philosophy, and human experience. This particular episode dove into a question that has long puzzled scientists and endurance sports enthusiasts” why are Kenyan long-distance runners so dominant?
As it turns out, it’s not all Kenyans. It’s a very specific population from Western Kenya called the Kalenjin. The Kalenjin make up a mere .08% of the world’s population yet they continuously dominate distance events. This small group with a population smaller than that of New York City has produced more world-class long-distance runners than any other population in the world.
Kalenjin’s Running Achievements
To put the Kalenjin’s dominance into perspective, let me break it down a little.
In the US, breaking the four-minute mile barrier as a high schooler is almost unheard of. In fact, it’s only been done by 5 runners. In contrast, a Kalenjin high school once had 4 sub-4 milers attending the school simultaneously.
Throughout American history, only 21 men (as of 2021) have finished a marathon in less than 2 hours and 10 minutes. In October of 2011 there were 32 Kalenjin men who broke 2:10.
Researchers, sport scientists, and anthropologists have been mind boggled by this for decades. How can such a small population produce such a disproportionate number of elite athletes? What factors – genetic, environmental, cultural, or otherwise contribute to this success?
Theories behind the Kalenjin’s Success
Obviously with any phenomena, there’s 100 different theories as to why this group is so successful. Researchers, as they’re known to do, have proposed that it’s probably a combination of factors.
Some theories focus on genetics suggesting that the Kalenjin might have unique physical attributes that give them an edge. Others point to environmental factors like high-altitude training in the Rift Valley where the Kalenjin live. Diet, lifestyle, and socioeconomic motivations have all been explored. One theory is what inspired me to write this post.
Pain tolerance is a crucial factor in endurance sports. Long-distance running requires the athletes to push through significant physical discomfort for extended periods. This ability to endure can make a huge difference in the sport.
But where does this exceptional pain tolerance come from? Is it innate? Is it cultivated? In the case of the Kalenjin, the theory suggests that a coming-of-age ritual that pushes young men to their physical and mental limits may play a huge factor.
Kalenjin Pain Tolerance Ritual
A large portion of the Kalenjin people still adhere to a traditional and cultural coming-of-age ceremony centered around teenage male circumcision. An integral part of their culture, the practice is believed to play a role in preparing young men for the challenges of adulthood.
A grueling two-week process where the teenagers are subjected to various forms of physical and mental stress including being beaten and exposed to harsh conditions. This “hell week” then culminates in the circumcision ceremony itself. During the procedure, which is performed without anesthesia, the young men’s faces are covered in mud that’s left to dry. The dried mud serves as an indicator to any facial expression of pain or discomfort. If the mud cracks, it’s seen as a sign of weakness, and the young man is labeled a coward.
Endure the pain without showing any signs of pain and you will be celebrated and respected. But, crack and you will be mocked and relegated to the lowest social status. While undoubtedly extreme, this practice provides a potential insight in the Kalenjin’s cultural approach to pain tolerance.
The link between the Kalenjin’s pain tolerance levels and distance running success is a compelling hypothesis. The ability to manage and overcome pain is often what separates elite runners from the pack, and the Kalenjin’s cultural traditions could certainly play a role in that. It’s an interesting story but how does it connect to selling?
Sales Traits
The more I reflected on this, the more I asked: is there a trait, similar to the Kalenjin’s pain tolerance, that separates top performers in sales?
I think there is. The metaphorical equivalent may well be the ability to withstand and bounce back from rejection. It’s an inevitable part of the job and even the most successful sellers hear no way more than they hear yes. The emotional toll of constant rejection can be significant.
However, those who thrive seem to have the ability to brush off rejection and keep pushing forward. They don’t take no personally and they don’t let it hang over their heads. They’ve developed a high tolerance for the pain of rejection.
Are the top salespeople naturally more resilient to rejection or have they developed this over time? We’ll probably never know the answer to that question but just some food for thought.
0 Comments