Sales Professionals Do Not Look In The Rearview Mirror, Are You?

Jun 21, 2020

"No matter what's behind us in the rearview mirror, it's always about what's next." - Dabo Swinney

In crazy, chaotic and crisis filled times; sales professionals take charge and double down on themselves.

If you allow these uncertain times to sneak up on you, rob your motivation, cause depression, and stop the work before it starts; then you're in for a long sales road ahead of you.

One of my favorite rock bands growing up was Boston. 40 years later the lyrics within this song are as relevant today as ever.

It's a new horizon and I'm awakin' now

Oh I see myself in a brand new way

The sun is shinin'

The clouds are breakin'

Cause I can't lose now, there's no game to play

I get it, it is human nature to review our past. After all it is what has led us to where we are today.

Many of us in sales are stuck in the past, dwelling on the past and wishing what was will be.

What happens if we decide to consistently look ahead as opposed to reliving the past?

Our past is familiar. Our past is comforting. However, our past is sometimes numbing. The past is called the past for a reason. The future is unknown, scary and nerve racking. Growth happens when we stretch our minds.

“Focusing on your history robs you of your destiny” - Bishop T.D. Jakes

The business world has changed, your clients have changed, your community has changed... so the question becomes have you changed?

If what you see in the sales rearview mirror never changes, you’ve parked yourself in the past.

Sales professionals shift into overdrive, put their foot on the gas and drive their career operating in the relevancy fast lane.


What sets you apart? Why should people choose you? Or learn from you? Or listen to you? Or do business with you? Or even have a conversation with you?

Are you truly an exceptional sales professional? If you answered yes, WHY do you think so?

What specific skill do you bring at this very moment that allows you to stand out from the rest of the sales wolf pack?

I encourage you to look in the mirror and ask yourself...

  • Am I reading to feed my brain?
  • Am I making a difference?
  • Am I going the extra distance for my clients?
  • Am I serving others?
  • Am I serving the cause?
  • Am I developing a deep, genuine concern for my clients?

Too many in sales are looking into the rearview mirror waiting, wondering and wallering around operating in a state of complacency.


How can you become relevant if your focus is looking in the rearview mirror?

Each one of you are unique and different. Then my question to all those in sales... Why do you all walk, talk and act the same? Becoming relevant just might be the key to your sales success.

In this highly competitive digitally driven business environment, it is mission critical to stay relevant, competitive, marketable and yes, desirable. You MUST make sure that you’re continuously improving and evaluating yourself regularly.

"The longer we keep looking back in the rearview mirror, it takes away from everything that's moving forward." - Dan Quinn

How many of you are speaking and thinking in the past tense?


Rearview mirrors are small, windshields are huge. How many of you have lost sight of what's in front of you because your focus has been on what's behind you?

YOU must become sales hungry, a lifelong learner. You must become an educator. You can't become an educator without being a student first. You must gain a thirst for new knowledge. You need to stay up-to-date on new developments, always looking for trends and changes before they happen.

Get uncomfortable, it's okay. Show up very day and be present. Sit with the discomfort. Acknowledge it. Shake hands with it, get used to it and welcome it on the journey to better yourself.

"If you keep on looking in the rearview mirror, man, you will drive off the road and keep on going.”  - David Lee Roth

Way too many of you are living in yesteryear. You will consistently struggle with the mentality of ‘that's the way I've done it'. In today's sales world, looking in the rearview mirror will stunt your sales growth.

Stop looking in the rearview mirror. The past is the past. Chart a new future.

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I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

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You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterFacebook and on my podcast by clicking on Selling from the Heart.

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