From Fear to Focus: Lessons From 40 Years in Sales

Forty years ago, in 1984, I embarked on a journey that would define my professional and personal life. At 24 years old, I was stepping into sales with equal parts excitement and fear. My wife and I had been married for 6 years and she held the noble role of a stay-at-home mom to our two young daughters, one just seven months old and the other two-and-a-half. The stakes were high, and the fear of the unknown loomed large.

But with fear came excitement—a sense of purpose and possibility. I was leaving behind familiarity for an opportunity I believed would benefit my family. Looking back, it wasn’t just the career itself that shaped me but the people I encountered along the way, the lessons I learned, and the changes I embraced. This is the story of going from rookie to veteran.

1984: A Rookie’s First Steps

Fear was a constant companion in those early days—fear of failure, fear of rejection, fear of the unknown. Yet, alongside it was a fire fueled by motivation and enthusiasm. Those emotions drove me to seek guidance from those who had already walked the path.

I was fortunate to find a mentor early on—someone who shaped not just my career but also my approach to life. Their wisdom was like bumpers in a bowling alley, keeping me from veering too far into the gutter. Mistakes were inevitable, but those guardrails kept me moving forward.

Mentorship and the Power of Daily Disciplines

When I first started in sales, as the rejections began to pile up, they began to hit me harder and harder. I hated that I had no control over whether someone said yes or no, and I found myself spiraling into frustration. It was in those early days that my mentor—who also happened to be my direct manager—pulled me aside and shared a piece of advice that changed everything for me.

He said, “You can’t control what a prospect decides, but you can control what you do next.”

That simple truth didn’t erase the sting of rejection, but it shifted my focus. He encouraged me to set a daily commitment: a specific number of calls I would make no matter what. It wasn’t about chasing a result—it was about honoring a process. Some days, I’d be riding the high of several “yeses.” Other days, it was nothing but “no” after “no.” But the rule was the same: hit my commitment, no excuses.

At first, it felt like sheer willpower was the only thing getting me through those days. But as time went on, I started to see the results of that consistency. Even when I didn’t feel like it, I knew I could look back at the end of the day and say, I kept my word to myself. That discipline became the foundation of my career.

Over the years, that lesson has stayed with me, shaping not just my work but my mindset. In sales—and in life—there are always things beyond your control. But when you focus on what you can do, day in and day out, success has a way of finding you.

Rookie Principles

As a rookie, three principles stood out to me as the foundation for growth:

1. Work Ethic: Success demanded effort and resilience. Mistakes were part of the process, but persistence paid off.

2. Trust: Finding people I could trust made all the difference. Without trust, it’s like walking blindfolded through an unfamiliar landscape.

3. Adaptability: Even in 1984, I realized that change was constant, and flexibility was non-negotiable.

2024: A Veteran’s Perspective

Fast forward 40 years, and some things remain the same. Fear is still present, though it’s less about survival and more about navigating the uncertainties of a rapidly evolving world. The pace of change—technological, cultural, and societal—has been staggering. Staying relevant has meant embracing that change while holding firm to my principles.

One of the greatest lessons I’ve learned over the past 40 years is the delicate art of compromise—adapting to change without compromising core principles.

Strategies, tactics, and processes may evolve, but values like honesty, integrity, and prioritizing the well-being of others must remain unshaken. 

When I began my sales journey in 1984, cold prospecting meant knocking on doors or walking into businesses unannounced. The phone was an option, but it was underutilized and undervalued back then. I remember vividly the resistance to adopting the phone as a primary tool for prospecting.

"You can't sell anything over the phone."

It was unfamiliar, uncomfortable, and, for many, felt like abandoning a tried-and-true method. But I saw its potential. I embraced the challenge of mastering a tool that could open doors faster and more efficiently than my feet ever could. 

Fast forward to today, and the landscape of prospecting has transformed in ways we couldn’t have imagined back then. From cell phones and text messaging to email and social media platforms like LinkedIn, each evolution in communication has brought its own wave of resistance. At every stage, I’ve committed to not only embracing change but actively learning how to excel in these new approaches. 

Adapting hasn’t always been easy, but I’ve held tightly to one guiding principle: no matter the tool or tactic, integrity and a focus on serving others remain non-negotiable. Whether it was transitioning from door-to-door sales to phone calls, or mastering LinkedIn as a modern connection tool, I’ve always ensured that the "how" of prospecting supported the "why"—building trust and delivering value. 

The lesson is clear: change is inevitable, and resisting it only holds us back. But we don’t have to compromise what matters most to adapt. When we balance innovation with steadfast principles, we position ourselves for long-term success. 

The Power of Listening

If there’s one skill that stands out in my career, it’s the ability to truly listen. Whether it’s to colleagues, customers, employees, or mentors, listening is nothing short of a superpower in sales and business. Yet, I’ll be the first to admit—it hasn’t always come naturally to me.

Listening requires patience, and for someone like me, that has been a constant challenge. The ability to set everything else aside and focus entirely on the person in front of me has taken deliberate effort, focus, and a great deal of intentionality. It’s a discipline I’ve had to develop, but the rewards have been immeasurable.

Of course, listening is just the first step. Discernment is equally critical. In today’s world, where countless voices are competing for attention, the ability to filter through the noise, identify trusted sources, and determine the weight of their insights is invaluable. The combination of truly listening and carefully discerning not only builds stronger relationships but also leads to better decisions.

Great listening isn’t just about hearing words; it’s about understanding people—and that’s what drives success.

Closing Thoughts

In 1984, I began this journey with a mix of fear and hope. Today, the fears may have evolved, but so has my confidence. The lessons learned over 40 years have shaped not only my career but my character.

For anyone just starting, I’d offer this: Find mentors you can trust, commit to learning every day, and stay open to change without losing sight of your values. The path from rookie to veteran isn’t without its challenges, but the rewards are worth every step.

This is more than a career—it’s a journey. And after 40 years, I’m still on it, chasing better every day.

EXPECT TO WIN!

#xp2win