We sat down with former British Olympic swimmer, Andy Hunter, who transitioned to the fast-paced world of fintech sales. He shares how lessons learned in sports translate to business, and how he builds a resilient, high-performing team.
How has your background as an athlete shaped your approach to sales?
In sports, resilience is everything. Every setback, every loss, it’s all about analyzing what went wrong and using that to improve. I watched a race recently where a swimmer missed gold by two-hundredths of a second because he didn’t stretch enough to the wall. Those little details make all the difference. In sales, it’s the same. You can’t shy away from mistakes; you have to dig into them and adjust your approach.
How do you build resilience in your team?
I’m all about using the carrot instead of the stick. I don’t just set targets and demand they hit them. My job is to create a culture where they want to excel. That’s why I encourage everyone to work in the office. It’s not about watching over their shoulder; it’s about the collaboration, the energy, and learning from each other. 
When you’re together, you can celebrate wins as a team and support each other through challenges.
Athletes are known for their strong work ethic. Where does that drive come from?
I think it’s about personal challenge. I remember a grueling five-hour training session around Christmas. I pushed myself to the edge, and it paid off—I dropped my times in the next meet. Moments like that teach you that persistence and hard work really do lead to results. A lot of athletes learn that early on. In sales, it’s the same mentality. You have to push through hard days, tough calls, and keep the long game in mind.
Do athletes handle failure differently than people in business?
Definitely. In sports, failure is part of the process. You try new techniques, you fail, you adapt. Business talks a lot about a ‘fail fast’ mindset, but athletes live that every day. I tell my team, ‘Don’t be afraid to try things, and don’t worry if it doesn’t work out the first time.’ It’s all about learning and getting better each time.
How do you approach giving feedback to your team?
Feedback can be hard for people to take. I keep a mirror on my desk, and when I’m giving feedback, I sometimes ask my team members to look into it. I’ll say, ‘What do you see here? Where do you think you need to improve?’ It sounds simple, but it’s powerful. People start to see their own areas for growth. It’s easy to take in the good feedback, but when they see themselves and self-reflect, it builds their awareness.
What’s one of the biggest challenges you’ve faced in leading a team?
One of the hardest things is getting people to move past a ‘self-centered’ mindset. I’ve seen people think the company exists to serve them, without realizing it’s a mutual exchange. A leader’s job is to provide vision and inspiration, not just direction. If people don’t feel that sense of purpose, even the best talent won’t stay.
How would you define the difference between managing and leading?
Management is making sure things get done, that tasks are completed, that people stay on track. Leadership is about inspiring people.
It’s night and day. Management is making sure things get done, that tasks are completed, that people stay on track. Leadership is about inspiring people. In sports, the best coaches know that every athlete is different—they understand each person’s unique psychology and how to get the best out of them. In business, it’s the same. You have to connect with people as individuals and inspire them to go beyond what they thought possible.
Are there particular challenges athletes face when moving into business?
Yes, confidence is a big one. Athletes often have a hard time seeing their worth when they step outside of sports. You’re used to standing on a starting block, comparing yourself to the next competitor. Then, you come into business and don’t always recognize that you’re in the top half percent of performers globally, which is a big deal.
Athletes sometimes need to remind themselves that they’re not average in this new environment, and they bring skills that others in business may not have developed.
Any final thoughts on how the athlete’s mindset applies to the workplace?
The athlete’s mindset isn’t just about hitting targets; it’s about setting a strong foundation. In sports, when you focus on the fundamentals, the results follow naturally. In business, it’s no different. When you have solid systems, a strong culture, and a clear vision, the team’s potential is limitless.
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