Spotting the Will to Work Hard with Carsten Neuhaus

Aug 7, 2025

Carsten Neuhaus, the European Tennis Promotion Manager at YONEX, shares fascinating insights from his career in scouting talent across Europe. He emphasizes the importance of long-term commitment and the qualities that set champions apart, like resilience and coachability. Carsten discusses the balance between data and intuition in recruitment, the challenges of supporting young athletes, and the responsibility that comes with nurturing their potential. He also reflects on the intersection of sports branding and personal growth, offering a unique perspective on success.

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ANECDOTE

Niels McDonald's Journey

Karsten spotted a unique 10-year-old talent named Niels who showed champion's attitude early on.
Despite losing him to a competitor, Karsten committed long-term and helped Niels win the French Open junior title.

INSIGHT

Talent Means Hard Work

True talent is not just natural skill but the will to work hard and improve.
Many gifted players fail due to laziness and unwillingness to leave their comfort zone.

ADVICE

Encourage Self-Awareness

Help candidates develop clear self-awareness of what makes them great.
This insight helps them handle crisis and adapt to pivotal moments in their careers.

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Carsten Neuhaus, a European Tennis Promotion Manager at YONEX. Carsten shares his extensive experience in scouting and recruiting tennis talent across Europe, drawing parallels between identifying potential in sports and business. He discusses the importance of long-term commitment in recruitment, the role of intuition, intangibles such as champion attitude and coachability, and the challenges of supporting young athletes on and off the court. The conversation delves into the importance of inner drive, adaptability, and the significance of maintaining balance and mental health. Carsten also highlights the pleasure and responsibility of seeing young talent succeed, as well as the intricate process of selling and embedding a brand's values within the rising stars.

ADDITIONAL RESOURCES

Learn more about Carsten Neuhaus:
https://www.linkedin.com/in/carsten-neuhaus-4a929a12a/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:41] Carsten's Scouting Success Stories
[00:05:54] The Journey of Niels McDonald
[00:14:51] The Importance of Intangibles in Scouting
[00:21:55] Challenges and Realities of Modern Scouting
[00:32:48] Parallels Between Sports Scouting and Sales Recruitment
[00:37:22] The Role of Intuition in Talent Scouting
[00:39:57] The Importance of Team Effort in Scouting
[00:41:03] Challenges and Rewards of a Scout's Life
[00:44:54] The Likability Factor in Recruitment
[00:52:26] The Coachability and Adaptability of Athletes
[00:56:20] The Mental Game and Social Media Impact
[01:02:28] The Business Side of Scouting and Recruiting

HIGHLIGHT QUOTES

[00:06:58] “He had no fear. He came in and for me, it was the first time I realized he has attitude of a champion.”
[00:14:06] “It was the first time that I was fighting against my own team because they didn’t believe. And I took all the risks and it paid off.”
[00:18:47] “The biggest talent is the will to work hard.”
[00:32:53] “The two things that we always look for when we're looking for salespeople is drive and coachability.”
[00:34:22] “We show them the door and they need to go through themselves.”
[00:37:40] “AI can help to find a talent, but it will never replace a recruiter or a scout. No chance.”
[01:09:40] “Sometimes you win and sometimes you learn. If you’re not winning, you’re learning.”