A lot of times your best sales rep, that A++ player, kills it on a regular basis...but can never describe how they do it. They look at sales as an art, not a science.

The best advice I got throughout my career was understanding what my current managers' pains and challenges are - it's not always just about hitting the number.

Being against the military because you are against war is like being against the Fire Department because you are against fire.

When I moved into management, it was all about managing people and keeping them motivated - I didn't use sales metrics to drive my business. Now, everything comes from the numbers.

A lot of times your best sales rep, that A++ player, kills it on a regular basis...but can never describe how they do it. They look at sales as an art, not a science.

At the expansion stage, it's really easy to lose focus and chase the shiny object, instead of staying focused on what you're good at and the customers that are already successful.