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.

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.

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.

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.

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.

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