The Silent Killer of Sales Careers
Ever catch yourself saying, “Just this once”?
Lisa and Cindy call it what it is, the silent killer of sales careers. Exceptions don’t just bend the rules; they break your momentum. In this episode, they share a raw, real talk about why consistency is non-negotiable in medical device sales and how “deciding once” can separate high performers from everyone else.
With practical strategies and relatable examples, The Girls of Grit™ help you stop negotiating with yourself, raise your standards, and finally focus on the actions that actually move the needle.
Episode Chapter Markers
00:00 Introduction
01:52 The Topic: Making Exceptions
02:38 The Domino Effect of Exceptions
03:39 Real-Life Examples and Consequences
04:15 The Importance of Consistency
12:20 Decide Once: The Secret to Success
14:28 Practical Tips and Takeaways
Must-Hear Insights and Key Moments
Exceptions Kill Consistency – Lisa and Cindy unpack why bending the rules slows growth and derails sales momentum.
Decide Once – High performers don’t debate with themselves; they commit once and move forward with clarity.
Busy vs. Productive – Learn how to spot the difference and why activity isn’t the same as results.
Inputs Over Outcomes – The real drivers of success aren’t results alone—it’s the actions you take daily.
Raising Standards – Success means holding yourself to a higher level, even when no one is watching.
The Trust Factor – By keeping promises to yourself, you build credibility with both customers and colleagues.
Momentum Matters – Every decision compounds, either accelerating or stalling your career growth.
Words of Wisdom: Standout Quotes from This Episode
“Exceptions kill consistency. Consistency builds momentum. Momentum creates sales.” - Anneliese Rhodes
“When you ask for exceptions, you’re really asking for permission to underperform.” - Anneliese Rhodes
“High performers don’t debate with themselves, they decide once and move forward.” - Anneliese Rhodes
“Being busy doesn’t mean you’re being productive.” - Anneliese Rhodes
“The standard is the standard winners set it high and stick to it.” - Anneliese Rhodes
“Momentum is fragile. Every exception chips away at it.” - Cynthia Ficara
“You either run your standards, or your standards run you.” - Cynthia Ficara
“The little things you let slide are the same things that cost you big opportunities.” - Cynthia Ficara
“Inputs matter more than outcomes because inputs are what you can control.” - Cynthia Ficara
“Stop negotiating with yourself. The more you do, the more you lose.” - Cynthia Ficara
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Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Welcome everyone to another episode of Secrets and Medical Device Sales, brought to you by the Girls of Grit. We are so excited you guys keep tuning in and listening and writing in, and telling us more topics to talk about. Uh, today. Cindy, we have a really good topic. I'm glad we're talking about this because I feel like, I don't know, I feel like this happens everywhere with like.
Every company and maybe even with everyone in the company, I don't know.
Cynthia Ficara: What do you think? I agree with you because it's not even just every company. I feel like people do this in life. Like I think about, you know, I think about with your kids, if your parents need you to do something and you just sit there and him and hall over things.
I feel like it pertains to work. It pertains to sports. I can see an athlete doing this when they're looking at their training schedule. So what exactly are we talking about? Hmm. Today we are talking about whether you are. Okay. Declutter. Can we just start that line over again? I love it. Keep going. We're just recording.
The Domino Effect of Exceptions
Okay. So today we're talking about making exceptions. So think about. Every day in your life, in your week, in your month, what are you doing when you make exceptions? Now, here's the funny thing. I bet there's things you do that you don't even realize. Okay, I'm gonna go take the trash out. Okay, well then it's a little bit later.
Well, you know, maybe I'll do it after dinner, or I'm gonna go do this later. There's, there's a subtle pattern of human nature. When there's something we don't wanna do, that we very well may make an exception for. We're not saying we're not gonna do it, we're either gonna push it back or we try to get out of it or try to get around it.
And in sales. Making exceptions while you think may be very simple, while you think may just not matter because you're gonna restructure your day. We are here today to give you the big picture. We are here today to look at all your big goals and what happens on a day that you make exceptions. What is the domino effect and what will that actually look like?
Anneliese Rhodes: I love that. And you're so right because it is a domino effect. I, you know, you think it's like, no big deal. Oh, I'm just gonna do this this one time, or I'm not gonna do this this one time. I'm not gonna do, I don't know, a sales report that's due. They know who I am. They know I'm an A good performer, a high performer.
I don't need to do that. You know, silly sales plan. I don't need to do that. But then you realize. Couple weeks later, you might be off the path a little bit. You might actually not be doing exactly the way that, or performing the way that you thought you were gonna perform because maybe you didn't write down all of your targets.
You only had a couple in your head and now you're going. Well, wait a minute. Shoot. I should have filled out that sales plan. It was super easy and I would've had all of it listed out for me. But you decided to make that your exception and you were no longer gonna do that. And I, I, I don't know, Cindy. I mean, I think we all do that.
I mean, you're right, athletes. I mean, even in diet, right? Like, you're like, oh, one chocolate won't hurt me. Oh, one glass of wine won't hurt me. Right. Oh, of course. Three glasses later, you're like, oof. I need to stop drinking. But I mean, in all reality. And then it catches up with you the next morning, right?
You still feel like crap. So I think in sales, the same thing happens. It just looks a little different. And why are we talking about this, Cindy? Because everybody's like, well, who cares? You know, who cares if I do this once in a blue moon? I'm still a high performer. Why do we wanna talk about this today?
Cynthia Ficara: Why is it so important? Well, I think number one, this mindset of making exceptions can actually get in your way of success. So it's almost like if anybody out there is somebody who thinks they're making exceptions, is by taking the easy road. This is something you may wanna pay attention to. And listen, we don't want you to take that path and head down the wrong one.
Mm-hmm. Because you don't, you know, like Lisa and I at the very beginning of this, we were just talking about, this isn't something you think about all of the time, but we wanna show you that it does matter. You know, a problem to solve with this. You don't even realize it's a problem that you wanna have good sales.
Well, maybe your exceptions are getting in the way of your sales. And. Everybody has jobs. Everybody within their scope of their practice, of their job has tiny things that they don't wanna do. Okay? We all are painstaking by, I'm just gonna say admin work. And what happens is, instead of just pushing through the work and doing it.
When you're asking for exceptions and you're putting it off and you want special treatment, well, do I have to do this? I don't wanna do that. You know, sometimes if you just went through the exercise, maybe you would've gained something from it. You cheat yourself if you always want an exception. Yeah. And we wanna solve the problem that we have of wasted time, stalled sales, and any type of, I like this, this, uh, term I've heard before.
False productivity. You know what I mean
Anneliese Rhodes: by that? Hmm. Yeah, I do. And you know what else I was thinking about this as you were talking is I think we don't realize that when we start doing, making these exceptions, quote unquote, they like literally like, like you said, domino effect. They, they get bigger and bigger like.
Oh, well I am just gonna do this. Oh, well, I'm just gonna do this and this, right? It's like telling white lies. Well, I only told one white lie, but then the white lies catch up to you, and before you know it, now you've got a million different white lies. You can't remember which one you've told to who, and you're like, I don't even know what the real story is anymore.
And you're right. I mean, it definitely slows down productivity. Even if you're a high performer, there are still things you could be doing better. And that's what we're here to do is to help you guys. Always perform at that highest level. So I think we're talking about it because we wanna push you guys to make sure you're not making shortcuts, you're not making exceptions.
You're not saying, oh, well I'm so good at my job. I don't have to do these other things. There are reasons why we have to do them. Even expenses, even sales reports, even the things that are painstakingly hard to do at the end of a day. As a solid, busy rep, there's a reason why we do them.
Why Exceptions Cost You More Than You Think
Cynthia Ficara: I'll never forget, this was years ago, I was working with a coworker who really hated to do like dinners or dinner entertaining.
And I get that like there's a lot of times when you work all day, you don't wanna go out to dinner. Mm-hmm. So I had this, this one coworker that I knew that was just like, well, I don't wanna go to this dinner. But this specific dinner actually had like a training with a physician that was going through things.
But in this. In this guy's mind, it was more like, I just don't wanna go. Okay. But instead of thinking about what he would actually get out of it, he was more worried about the energy he had put in to do it. So he called to say, well, you know, I really, um, I just. Three different excuses to get out of it because he didn't wanna go.
Yeah. So he ends up getting out of it. We go to this dinner training that ends up to be phenomenal. Oh. It turns out there was a new doctor moving into this specific territory. Asked specifically for him. Like it was such a great lead that he missed and there was Wow. Like this other, he was, um, just. Had published a journal article mm-hmm.
On a topic that was like near and dear to the product that we used to sell. Lo and behold, the next day, the rep who got the exception that he just couldn't do it, was asking a question about this article. Well, had he gone, he would've had the information. He would've made the connection. So then he tried to get a meeting with the guy.
It was. Five weeks before you could meet him. Wow. So you talk about stalling. One of his goals was having this guy work with him by the end of the month. He totally missed that goal. Yeah, but he made an exception because he was more worried about putting the energy out to do it than thinking about the unbelievable response he gets in return.
Anneliese Rhodes: Gosh, I'm sitting here thinking about this and I'm like. Don't, doesn't everybody wanna be like that top notch rep all the time? And I get it that you get tired or you're like overworked. Well, guess what? That's when you actually take a break. That's when you take a vacation and you schedule it out and you make a conscious effort to take some downtime.
But this is a very high paced, fast moving world that we live in. Medical device industry is. Always about like, how can you take advantage of every single opportunity you have, whether it's a dinner or a meeting, or a sales plan, or whatever it is you need to take, you need to take advantage of it because it could slip through your fingers and in a matter of, like you just said, one night, one night, it just pushed him back from meeting this top customer for another.
Two months potentially. Mm-hmm. Now he can't even like count on anything that's gonna happen with that customer. Now he's gonna go figure out another plan. So now he's having to do double the work just because he decided not to go to dinner. And you know, I get it. Everybody gets tired. But again, take a, take a break then get yourself some PTO time and take a break.
But this is a high-paced world and you know what? Anything that pays. Well that has high benefits. It's gonna cause you to have to work hard. You don't wanna do that kind of stuff. Go work at Walmart. I mean, I love Walmart, but like you can have your little stickers, the little smiley face, yellow stickers.
Yeah, you can get that Happy face stickers. I love Walmart. I went there today. You can go be a cashier. It's not hard. It's not easy. You don't have to think about things. And guess what? You can probably check out half the time. But if you wanna be. And a high performer all the time and not miss any opportunity.
'cause I can guarantee you his competition didn't miss out on an opportunity to take that guy to dinner. So, you know, you just, you can't have that happen. So anyhow, you can't, I'm really glad we're talking about this today. There's so many things that I think that we need to talk that we can talk about, you know, in terms of why it's important and what we just talked about and how not to let this happen.
Mm-hmm. Um. You know, but who needs to hear this truthfully? Honestly, Cindy, I feel like everybody does. Even me. Even you. 'cause we all, we all get to a place sometimes where we're like, Ugh, I just don't wanna do it. And I get it. And there are those days when I'm like, I'm just gonna do this in the morning versus the evening.
And that, okay? But then you need to make sure that you schedule it, you put it on your calendar, you have it as a reminder, and you get upset extra early to do the report or whatever it is that you need to get done. You can't avoid it. Forever because it's not gonna not happen. So you might as well just put, put the time in your calendar, budget it out, and figure out how you're gonna make it happen.
Cynthia Ficara: And I think before we give away our secret, I just wanna expand a little bit on that because. I don't want somebody to just think, well, I don't do that, quote unquote, ever. You said it this, it pertains to everybody because you may have two hours of the day where you feel like, oh, I just, I'll give some examples.
You need to hear this. If you're somebody who thinks, oh, that doesn't apply to me, that's quote unquote, for all the new hires, that's for somebody who's been there too long. Mm. You know, like even if that thought crosses your mind in the morning. You'll need to think about this something else. Are you somebody who's always looking for shortcuts?
And, and you don't have to tell anybody if that's the truth, but if you admit it to yourself, we'll help you grow. You know, do you wanna avoid the pain it takes to get to the end? And it's just easier to ask for an exception. Oh, I, or I don't, you know, can I do that later or can I get out of this? I also think it comes down to, even if it's two hours of the day, you feel like this, but a rep that truly just avoids that price.
I'm gonna use the word price of consistency because consistency happens from discipline and motivation, but those that aren't disciplined enough to get out there and do it and be consistent. They just don't wanna do it. So if this is you or if this is you, sometimes we want you to understand that making exceptions is a very quick way to kill your sales career.
Now, ooh, that's a good one. What are we gonna do to get you out of it? What is the secret, Lisa? Do not making exceptions or catching yourself when you make one override it.
The Secret to Consistency and High Performance
Anneliese Rhodes: Push through. This is a good secret too because, uh, it totally makes sense and, and so we'll explain it, but our secret really is to decide.
Once, not decide multiple times, well, I'm gonna do this, but oh, well, maybe I'm not gonna do it today. Maybe I'll do it tomorrow. Or maybe I'm just not gonna do it at all, and then, oh, but I should do it. And then you go back and forth and you're wasting all of this time and your consistency goes out the window and it's like, just get it done.
Just decide once that you're gonna do it. You're gonna go to the dinner, you're gonna. Do the sales report. You're gonna do whatever it is that you need to get done, just do it. Stop messing around and wasting time because I mean, that's like you just said it. It kills a sales career. You need to be decisive in everything that you do.
You need to be decisive, including the things you don't wanna do, and I think
Cynthia Ficara: you just absolutely define a high performer. I want all of you to like picture in mind somebody you know that you look up to, that's a high performer. If you look at what they do, they commit once. They commit to a decision and then it's done.
It's not a non-negotiable process because they find ways to execute what they need to do. So why are you negotiating with yourself? Why don't you just decide once and then execute? 'cause this could make it so much better. I
Anneliese Rhodes: love that. Why are you negotiating with yourself? Like that's, that's kind of funny actually.
That's really good. And I mean, it is just. Yeah, you just decide and move on. It doesn't mean you don't wanna do it. Like there's a lot of things that we don't wanna do, we don't feel like doing, but we still do 'em because why? Well, number one, they're our job to do, they're part of the job requirement. And number two, we know.
Even if we don't wanna do it, that it's gonna make us better higher performers, it's going to make us more consistent. It will help sales. I don't think anything that we do when it's put out there doesn't help other than wasting time procrastinating and not deciding.
Exceptions Kill Consistency
Cynthia Ficara: So true. So we know our secret is we're gonna decide once and really recognize you're making exceptions if you didn't see it, because I guarantee there's people out there that didn't even realize they do this.
So I think, Lisa, let's just take a few minutes. Let's just kind of bring some impactful tools, just a little bit of value points into what this looks like, what to do, how to make it better. So I kind of like what I said before. I'm gonna make this number one where exceptions kill consistency because I want you to hear that.
And I think if you understand that consistency brings what Momentum now. You have to believe in this, and if you don't, then you're not on the right track. When you start a sale and you get momentum, you get more sales, better sales, you up your skills and things go like, there's nothing like riding the momentum train.
It feels so good. Then the ROI starts to hit, but a lot of that is the consistency. You're showing up every day, you're having that consistency. And in some ways it kind of comes back to habit. You know, something we just talked about, like the habits of what you do every day. So I feel like number one, one of the takeaways I want you to really hear, 'cause I'm gonna say it one more time, is exceptions kill consistency.
So take one exception out today and think about how to replace it with a better habit tomorrow. You can like that. Was that a bad day? That was really good. What'd you say? You can forgive yourself if you have a bad day, it's all right. But tomorrow's another day.
Anneliese Rhodes: Yeah, let's keep going. Yeah, don't let it keep Sno.
Don't let it keep snowballing down. So I think another thing, you know, with that whole, you need to decide. Decide once. Don't debate with yourself. Don't negotiate with yourself. Just get it done. Don't waste the energy. Like there are so many other things that you could be doing instead of going, well, maybe I should, well, maybe I shouldn't.
I don't really feel like doing it. It's like wasted energy. Just get it done and move on, because by the time that you've spent all this time negotiating with yourself, you probably could have done the task. So it's like just move on. Right.
Cynthia Ficara: Oh my gosh. I just, I can't even say who this person is. This is somebody I knew in my life.
All I can hear this is so funny is the energy drained of analyzing, like if you look at how many sentences, okay, like the energy it takes to complain or talk about doing something or not to like, it's painstakingly, like all I could do is fix. I wish I could say, oh, I wish I could say more about this, but I can't.
Here's what I will tell you this. If you find yourself pushing things back and wasting that energy, if you were to take out a piece of paper, look at your watch and be like, all right, you know, it's Lisa and I. It's Sunday afternoon right now, two 30, we're recording. So what if we kept talking about what we had to do?
Like, Lisa, we've gotta record this podcast. Okay, well let's just sit here and next thing you know it's three 10 and then it's three 30, and we're like, well, we could do this, or, well, let's just, oh, let's talk about this first. Let's do that. Next thing you know, it's four o'clock, an hour and a half could have gone by and we could have been done.
Two, three times what we did. Yeah. If you actually honestly look at how you spend your time, you would be amazed if somebody said, every hour record what you're doing every 15 minutes. You wouldn't believe 45 minute phone call of what complaining and trying to get outta something. It's there. It happens.
So Lisa's right. Decide once for number two, that's our number two value point. And your energy needs to go to production and not complaining because it drains you more than actually doing the act itself.
The Truth About Busy vs. Productive
Anneliese Rhodes: That's a great point. You're so right. Um, okay, let's talk about another one, number three. Um. You really need to focus on, okay, so let's just say this, you know, it's a, I don't know, it's expenses, right?
You just, Ugh, I don't really need to do these, or They're such a pain, or whatever, whatever. Okay. Well, you, you kind of have to do them as a requirement for your job, but. You can control the amount of time that you spend on 'em. Maybe you, you, you like set up 15 or 20 minutes and you're like, okay, I'm just gonna do expenses for 20, 30 minutes.
Because guess what? Your job is actually quite uncontrollable. You might get a phone call from a doctor during the time that you're doing these expenses and now you gotta go, but you really need to get your expenses done. So like, instead of, you know. Pushing it off, pushing it off. Control the time, get up extra early and say, I'm gonna do my expenses for 30 minutes at five in the morning because by five 30 or six my phone starts to ring.
And that's an uncontrollable. You have no idea what could happen. Your manager could be calling you, you could have a case added on all sorts of crazy things happen. So control what you can and just get it done. Sit down, organize the time and say, okay, I've got 30 minutes to get this project done. I'm gonna dedicate the 30 minutes and control what you can control.
Cynthia Ficara: I love this, but I gotta take it a step further. How many times do people worry about things they can't control from a bigger picture? Okay, you're on the phone with a coworker, maybe it's that negative talk person. Well, what's gonna happen if six months from now we get bought out? Uh, what happens if if all this and then there's.
30 minutes of energy that you could have just been doing your simple expense report, that you're worried about something that even if it happened, it's out of your control. Yes. So I think it's important. Let's organize this into a, a category of inputs. You're going to input your energy to that, that you can control versus outcomes.
You can't. So input's over outcomes. I think. I love that. I mean, I just, we all know we, we know of people like that. And then you hang up and you think, oh my God, the world's gonna fall and asteroids are gonna come down, and then that the whole planet is gonna be in a sinkhole. And then you're like, but I still didn't do my expense report.
And you still didn't get your credit report done.
Anneliese Rhodes: Exactly. Oh gosh. I know those days, those calls, blah. Um, alright. You always talk about this busy versus productive. Like how, how people. Can make themselves so busy. I'm so busy. But are they actually doing things or are they just spinning their wheels, making up excuses?
Well, I called this doctor and you know, then I did this lunch and dah, dah, dah. But did you get anything out of it? Did you actually do anything productive with that or did you just check the box? I mean, there so many times, I think we see this with people, Cindy, and then they're like, I don't know why I'm not making the sale.
And it's like, well, are you just being busy? Are you not Being productive and being productive means deciding. Figuring out what you wanna accomplish and then doing it, like writing out the goal and going and doing it, not, well, if I do this, this, this, and this, this'll, this will should work. Right? No, like, be decisive.
This is what we're gonna do and this is the outcome that we're gonna get. And I
Cynthia Ficara: also think people try to hide behind the hard productivity. So it's so much easier if you make a list of 10 things, you're gonna choose the easy stuff and then you say you're busy and your day is full. At the end of the day, it's like somebody else's.
Fault if your numbers aren't Oh, yeah. You have to take accountability as to what really is busy and what really is productive. So honestly, as a high performer, sometimes you really need to step back. You need to step back or have a mentor step back and look at what you're doing because if you're, if you have a goal and you're not hitting it.
But you're saying, but I'm doing this, this, this, this, this. Maybe you need to think that what you're doing that this, this, this, and this is not the right activity, or you're not approaching it the right way. So there's a difference between doing activity. I get up, I get in the car, Hey, I'm driving to go see my customers.
But are you just walking in saying, Hey Doc, how was your weekend? Oh, yeah. And then you, you're. Chatting about nothing for so long. Next thing you know, they gotta go and then they realize they may have seen you, but you never said anything. You never said anything productive. You never went in there with a purpose.
So when we've talked about this in many other episodes, that I think, again, acknowledging and being honest with yourself, what truly is busy and what truly is productive mm-hmm. Is a huge step in the right direction. Because if you're just being busy, you're gonna make exceptions. Well, I'm so busy I can't go to that.
Productive dinner.
Raise Your Standards Exceptions Kill Sales Careers
Anneliese Rhodes: God, that's a, that was such a great, I I love that. That was, that was so perfect. Thank you for that. Um, all right. Last really big one that we wanna talk about is raising your standards. You know, you need to yes, eliminate your exceptions. You need to be able to trust yourself, right? If you have something that's put in front of you and you need to get it done, and now you start giving yourself ex excuses of not doing it.
It's kind of hard to trust yourself when the big stuff comes, right? Because the big stuff's really gonna take a lot of energy. It's gonna take commitment, energy, all of that from you. And if you can't do the simple things that you're supposed to be doing, how are you going to trust yourself to do the big things?
And to that extent, if you really wanna pull it out, your customers as well, you know, they expect a certain amount of. I don't know. Performance from you, loyalty from you, uh, trustworthiness from you. And if you can't give that to yourself, how are you gonna give that to your customers? So I think even as silly as saying, get those reports done, do the things you don't wanna do.
Go make the extra step to go see that customer that you haven't met yet, but you need to go see them. Oh, I'll do that tomorrow type thing. Push that out of the window. Start committing to yourself that you're gonna get these things done. Stop giving yourself excuses, and you'd be amazed because it actually just pulls right into your work with your customers.
You commit to them, you, you give it
Cynthia Ficara: to them, you deliver. Absolutely. And you know the standards we set for ourselves, and you, we don't, we, we really talked about the, the secret we're applying today is to decide once and maybe ultimately you're deciding where you want your standard bar to be. Do you want it high?
Do you want it low? I mean, honestly, the standard is the standard where you set it. And winners do not ask for exceptions. Because find me many of them, and I and I, I literally. Can't think of many that would do that, because what happens is they do the hard things all the time. Yeah. Every time with no questions asked.
So I, I, I feel like, to summarize of this conversation, because it's a little different one today, it's something that is very subtle that Lisa and I thought was very important to point out, and you don't see it all the time. Even, you know, people fall back a little bit when they're not perfect, but. I can identify people who tend to be the exception makers.
Mm-hmm. Who feel that they're entitled to get out of something. For some reason, they're entitled to. Feel that they should do something different than the hard things other people have to do. And that is not true. It, it is just not. The entitlement doesn't exist in sales. Everybody starts at the same starting line and everybody has the same finish.
It's who gets there first, who gets their better and who gets their.
Anneliese Rhodes: And
Cynthia Ficara: guess
Anneliese Rhodes: what? And every year it repeat, it starts all over again. Right? Clean slate for every single person. No matter if you've been on President's Club stage every single year. It starts over. Yeah. And everybody's back at baseline. So who are the top performers that are gonna get back up on that stage?
The people that are not making exceptions for themselves, excuses for themselves, pushing things off. They are making a decision. They're committing and they're moving forward. Those are the people that consistently get themselves back up on stage.
Cynthia Ficara: Yes. So to summarize and, and not summarize, that's not the word I wanna use.
Just to reiterate what we said, number one. Here's some of your takeaways. Number one, exceptions. Kill consistency. Number two, decide once. Number three, do inputs over outcomes. Number four, make sure you are actively productive over being busy. And number five. Which I think is just amazing. Even just saying these words makes me feel better is raise your standard.
Yes. Yes. Well, okay, so what about call to action or challenge? Oh yeah. What do we got? What do we got important, Lisa. This is important. Alright, so if everybody has been listening and paying attention, your call to action for today is to pick one area this week where you have been giving yourself exceptions eliminated.
No excuses, no negotiation.
Anneliese Rhodes: And here's the truth, Cindy, when you start asking for exceptions, what you're really doing is asking for permission to underperform, and nobody wants an underperformer, so don't ask for exceptions.
Hey, declutter. This is our snippet. Okay, Cindy, we're coming in hot today because today we are talking about the silent killer of sales careers and what separates the good ones from the great ones.
Cynthia Ficara: So today we're making it simple and we are breaking it down how to spot the busy work trap and the secret that high performers already know.
Keep listening and avoid this pitfall.
