I sat down with a new client’s sales team—one by one—to get to know them.

I sat down with a new client’s sales team—one by one—to get to know them.

And every single one of them said the same thing:

“I’ve only got a few more years left. If you think I’m changing or doing anything different, you’re wrong.”

They weren’t playing to win.

They were running out the clock.

It’s harsh, but the dinosaurs wanted to graze.

The veterans were coasting to retirement.

The new reps were frustrated and hungry.

The CEO—a third-generation owner—wanted to grow but felt stuck.

To top it off, his dad had hired most of these guys.

It’s Super Bowl weekend, so let’s be real:

Teams that play not to lose don’t win championships.

Holding the ball and hoping time runs out is a losing strategy.

And if your sales team is just trying to survive instead of compete, you’re already behind.

The market shifts.

Buyers change.

And the teams that refuse to adapt get left behind.

If your sales team is taking a knee instead of driving for the next first down, don’t be surprised when the competition takes the lead.

Are your people playing to win—or just waiting for the game to end?

(Anyone but the Chiefs 😉)