Tim McCarrey's Linkedin Analytics

Your culture doesn’t show up in slide decks. It shows up when no one’s watching. When pressure is high When deals fall through When targets feel impossible When leadership isn’t in the room That’s when the real culture steps in. Focus 3 believes that 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗰𝗿𝗲𝗮𝘁𝗲 𝘁𝗵𝗲 𝗰𝘂𝗹𝘁𝘂𝗿𝗲 𝘁𝗵𝗮𝘁 𝗱𝗿𝗶𝘃𝗲𝘀 𝘁𝗵𝗲 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝗿 𝘁𝗵𝗮𝘁 𝗽𝗿𝗼𝗱𝘂𝗰𝗲𝘀 𝗿𝗲𝘀𝘂𝗹𝘁𝘀. And Tim Kight said it best: “𝙔𝙤𝙪 𝙙𝙤𝙣’𝙩 𝙜𝙚𝙩 𝙩𝙝𝙚 𝙘𝙪𝙡𝙩𝙪𝙧𝙚 𝙮𝙤𝙪 𝙬𝙖𝙣𝙩. 𝙔𝙤𝙪 𝙜𝙚𝙩 𝙩𝙝𝙚 𝙘𝙪𝙡𝙩𝙪𝙧𝙚 𝙮𝙤𝙪 𝙗𝙪𝙞𝙡𝙙.” So what are you building? Here’s the ultimate truth from my 40+ years in the Sales Arena: Your sales reflect your behavior Your behavior reflects your culture And your culture reflects your leadership If your team isn’t performing, don’t start with the numbers. Ask yourself: What behavior have you allowed? What behavior have you modeled? What behavior have you reinforced? Culture isn’t a motto. It’s a muscle. And the strongest teams? They train it. Daily. In the dark. Reps and sets. Under pressure. That’s what makes it real. That’s what makes it sustainable. Because when nobody's looking, your culture still performs. The question is: does it perform well? See YOU in the gym today. On purpose… WITH purpose! Timmy www.focus3.com

If you want to build a championship team you have to Celebrate more than just the scoreboard. I’ve seen it over and over… Sales leaders waiting until the big deal closes to celebrate. Like the only thing that matters is the scoreboard. Look, I’m all for winning. I want the people I coach at the top of the leaderboard every single quarter. But if you only ring the bell when the contract’s signed, you’re missing the best part. Real growth! It happens in the ugly reps. The days when you get kicked in the teeth and show up anyway. The calls that get hung up on. The deals that fall through. Do you think that stuff doesn’t matter? That’s where the real magic happens. That’s where toughness is built. 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 𝗳𝗼𝗿 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗶𝗻𝗴 (𝗘𝘃𝗲𝗻 𝗠𝗼𝗿𝗲 𝗧𝗵𝗮𝗻 𝘁𝗵𝗲 𝗪𝗶𝗻): 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗙𝗼𝗰𝘂𝘀 💪When they block out the noise and lock in. 💪 That rep who dials with blinders on while the rest of the office is chatting? That’s the one to watch. 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗕𝗲𝗵𝗮𝘃𝗶𝗼𝗿 💪 When they make the right call, even when it sucks. 💪 Gritting through objections. Sticking to the script. Following up…again. Example: 𝘞𝘩𝘦𝘯 𝘚𝘢𝘮 𝘧𝘰𝘭𝘭𝘰𝘸𝘦𝘥 𝘶𝘱 𝘧𝘰𝘳 𝘵𝘩𝘦 𝘴𝘪𝘹𝘵𝘩 𝘵𝘪𝘮𝘦 𝘢𝘯𝘥 𝘧𝘪𝘯𝘢𝘭𝘭𝘺 𝘨𝘰𝘵 𝘵𝘩𝘦 𝘮𝘦𝘦𝘵𝘪𝘯𝘨. 𝘠𝘰𝘶 𝘵𝘩𝘪𝘯𝘬 𝘐’𝘮 𝘯𝘰𝘵 𝘤𝘦𝘭𝘦𝘣𝘳𝘢𝘵𝘪𝘯𝘨 𝘵𝘩𝘢𝘵? 𝘠𝘰𝘶 𝘣𝘦𝘵 𝘺𝘰𝘶𝘳 𝘢𝘴𝘴 𝘐 𝘢𝘮. 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗘𝗳𝗳𝗼𝗿𝘁 💪 When they grind it out, even when they’re running on fumes. 💪 150 calls. 3 demos. 2 cancellations. And they’re still smiling. That’s effort. That’s what winning teams are made of. 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗚𝗿𝗶𝘁 💪 When the deal dies, and they come back swinging. 💪 I’m talking chin down, hands up, and still throwing punches. Example: 𝘊𝘩𝘳𝘪𝘴 𝘭𝘰𝘴𝘵 𝘵𝘩𝘳𝘦𝘦 𝘥𝘦𝘢𝘭𝘴 𝘭𝘢𝘴𝘵 𝘮𝘰𝘯𝘵𝘩. 𝘚𝘩𝘰𝘸𝘦𝘥 𝘶𝘱 𝘔𝘰𝘯𝘥𝘢𝘺 𝘸𝘪𝘵𝘩 𝘮𝘰𝘳𝘦 𝘧𝘪𝘳𝘦 𝘵𝘩𝘢𝘯 𝘦𝘷𝘦𝘳. 𝘛𝘩𝘢𝘵’𝘴 𝘵𝘩𝘦 𝘬𝘪𝘯𝘥 𝘰𝘧 𝘨𝘳𝘪𝘵 𝘵𝘩𝘢𝘵 𝘮𝘢𝘬𝘦𝘴 𝘤𝘩𝘢𝘮𝘱𝘪𝘰𝘯𝘴. The Bottom Line: If you’re only throwing high fives when the deal is signed… You’re missing 90% of the battle. Celebrate the grind. Celebrate the resilience. Celebrate the fight. Because that’s what builds a team that’s impossible to beat. See YOU in the gym today. On purpose… WITH purpose! Timmy

Is stepping up to the whiteboard in the middle of a sales call a lost art? Back in my days of leading high-performance sales teams, there was one weapon I always kept sharp: The whiteboard. I can’t count the number of deals that were won - or lost - right there in front of it. Here me out on this... A whiteboard isn’t just a surface. It’s a stage. It’s like drawing up the game-winning play in the huddle, where complex strategies turn into clear routes, and the vision isn’t just talked about, it’s sketched out right in front of your customers. I remember one specific pitch. We were deep into the game with a massive fintech firm. The decision-makers were on the call - stone-faced, skeptical, arms crossed. We could feel the resistance in the room. My rep - an absolute Sales Athlete - didn’t flinch. She grabbed a marker, stepped up to the whiteboard like a QB in the huddle, and said: "Let me show you something." For the next 15 minutes, she ran the perfect play: 👉 Mapped out their landscape - not just talked about it. 👉 Outlined their pain points and risks - clear as day. 👉 Showed exactly how we fit into their world. It wasn’t a speech. It was a game plan - drawn out, step by step. Visual. Clear. Real. When she put the marker down? It was like Barry Sanders casually handing the ball off to the ref after ripping off an 80-yd TD run. Been there. Done that. Their questions shifted from “Why should we do this?” to “How soon can we start?” The whiteboard isn’t just a prop. It’s a trust builder. A clarity amplifier. A differentiator. 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 to Sell Like You’re a QB in the Huddle with a Whiteboard: 𝗗𝗿𝗮𝘄 𝗧𝗵𝗲𝗶𝗿 𝗣𝗮𝗶𝗻 𝗣𝗼𝗶𝗻𝘁𝘀 𝗟𝗶𝗸𝗲 𝗬𝗼𝘂 𝗠𝗲𝗮𝗻 𝗜𝘁 💪 Don’t just talk about their problems—sketch them out. 💪 Map the risks, spotlight the gaps. Make it real. 𝗧𝗲𝗹𝗹 𝘁𝗵𝗲 𝗦𝘁𝗼𝗿𝘆 𝘄𝗶𝘁𝗵 𝗬𝗼𝘂𝗿 𝗠𝗮𝗿𝗸𝗲𝗿𝘀 💪 Walk them through where they are vs. where they want to be. 💪 Make it so clear they can almost touch it. 𝗨𝘀𝗲 𝗕𝗲𝗳𝗼𝗿𝗲 𝘃𝘀. 𝗔𝗳𝘁𝗲𝗿 𝗳𝗼𝗿 𝗖𝗹𝗮𝗿𝗶𝘁𝘆 💪 Show the ugly "before" and the powerful "after." 💪 Not just visual—it's emotional. 𝗣𝗮𝘂𝘀𝗲 𝗮𝗻𝗱 𝗔𝘀𝗸 𝗠𝗶𝗱𝘄𝗮𝘆 💪 Draw… pause… then ask: “Does this look familiar?” 💪 Their nods or questions? Gold for adjusting on the fly. 𝗪𝗿𝗮𝗽 𝗜𝘁 𝗨𝗽 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗣𝗮𝘁𝗵 𝗙𝗼𝗿𝘄𝗮𝗿𝗱 💪 Map out next steps like a game plan. 💪 Give them a clear visual of what winning looks like. Because sometimes, a whiteboard and a marker are all you need to draw up the win. See YOU at the "whiteboard" today. On purpose...WITH purpose! Timmy

Frontline leaders—I see YOU! You’re the heartbeat of the sales floor. You’re the first call when things go sideways. You’re the last line of defense when things get tough. And let's be real: it's the most difficult role in the Sales Arena. If you’re doing it right, you’re not just chasing quotas and pushing deals. That’s what gets you invited to the dance. Anyone can set targets and check the CRM. 𝗧𝗵𝗲 𝗿𝗲𝗮𝗹 𝘄𝗼𝗿𝗸? 💪 You give a damn about your people. Not just their numbers—their growth, their mindset, their well-being. 💪 You’re obsessed with learning. You don’t wait for the playbook; you write it. 💪 You lead from the front. You don’t just talk the talk—you walk the walk, rep after rep. Notice what’s missing? Closing skills. Quota attainment. Product knowledge Important? Yes. But without real leadership? Meaningless. The best sales leaders are servant leaders first. They show up early, they stay late, and they make sure their people are equipped and inspired. They don’t just light the fire—they keep it burning. This is how we built a sales dynasty at Duo. One elite leader at a time. One frontline warrior at a time. 𝗦𝗵𝗼𝘂𝘁 𝗼𝘂𝘁 𝘁𝗼 𝗮𝗹𝗹 𝘁𝗵𝗲 𝗳𝗿𝗼𝗻𝘁𝗹𝗶𝗻𝗲 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗼𝘂𝘁 𝘁𝗵𝗲𝗿𝗲 𝗴𝗿𝗶𝗻𝗱𝗶𝗻𝗴 𝗲𝘃𝗲𝗿𝘆 𝗱𝗮𝘆. 𝗬𝗼𝘂 𝗮𝗿𝗲 𝘁𝗵𝗲 𝗰𝘂𝗹𝘁𝘂𝗿𝗲. 𝗬𝗼𝘂 𝗮𝗿𝗲 𝘁𝗵𝗲 𝘀𝘁𝗮𝗻𝗱𝗮𝗿𝗱. See YOU in the gym today. On purpose… WITH purpose! Timmy

Forget about seizing the day. I coach my Sales Athletes to seize the moments throughout the day. Recently, I was out back with my granddaughter, pushing her on the swing. At first, she needed a little help. A push here, a push there. But then she got the hang of it. Pumping her legs, building her own momentum. And out of nowhere, she yells: "Best. Day. Ever!" It wasn’t anything huge. Just a swing in the backyard. But in that moment, she was fully present, fully alive. It hit me… We get so wrapped up chasing the big wins that we forget about the small ones. The little moments that stack up and build momentum. It’s not always about the home run. Sometimes it’s just about enjoying the swing. 𝗗𝗼𝗻’𝘁 𝗷𝘂𝘀𝘁 𝘀𝗲𝗶𝘇𝗲 𝘁𝗵𝗲 𝗱𝗮𝘆. 𝗦𝗲𝗶𝘇𝗲 𝘁𝗵𝗲 𝗺𝗼𝗺𝗲𝗻𝘁𝘀 𝘁𝗵𝗿𝗼𝘂𝗴𝗵𝗼𝘂𝘁 𝘁𝗵𝗲 𝗱𝗮𝘆. See YOU on the "swings" today. On purpose...WITH purpose! Timmy

Your response is your responsibility. In sales - and in life - you don’t control the “E.” The event. You only control the “R.” Your response. That’s not motivational fluff. That’s Focus 3 truth: 𝗘 + 𝗥 = 𝗢 𝗘𝘃𝗲𝗻𝘁 + 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗲 = 𝗢𝘂𝘁𝗰𝗼𝗺𝗲. The comp plan? That’s the E. The missed quota? E. The buyer who ghosted you? Still an E. The question is: What “R” are you bringing to the table? Because your R is your responsibility. Every time. You can complain. Or you can respond with discipline. You can react emotionally. Or respond intentionally. 𝗦𝗮𝗹𝗲𝘀 𝗔𝘁𝗵𝗹𝗲𝘁𝗲𝘀 𝗱𝗼𝗻’𝘁 𝗯𝗹𝗮𝗺𝗲 𝘁𝗵𝗲 𝗘. 𝗧𝗵𝗲𝘆 𝗺𝗮𝘀𝘁𝗲𝗿 𝘁𝗵𝗲𝗶𝗿 𝗥. 𝗔𝗻𝗱 𝘁𝗵𝗮𝘁’𝘀 𝗵𝗼𝘄 𝘁𝗵𝗲𝘆 𝗰𝗵𝗮𝗻𝗴𝗲 𝘁𝗵𝗲 𝗢. Train your response. That’s where the edge is. See YOU in the gym today. On purpose...WITH purpose! Timmy

You're not falling behind. You're just learning what it means to keep growing. Trust me on this one my fellow Sales Athletes. You’re not always gonna feel like making the call. You’re not always gonna want to follow up again. And some mornings? You’ll roll out of bed wondering if any of this even matters. That doesn’t make you weak. That makes you human. 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 𝗳𝗼𝗿 𝘄𝗵𝗮𝘁 𝘀𝗲𝗽𝗮𝗿𝗮𝘁𝗲𝘀 𝘁𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗔𝘁𝗵𝗹𝗲𝘁𝗲𝘀 𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗮𝗺𝗮𝘁𝗲𝘂𝗿𝘀: 💪 We show up anyway. 💪 We lean into the reps we don’t feel like doing. 💪 We don’t wait for motivation—we create momentum. Discipline beats default. Progress beats perfection. And clarity - real, rooted "𝘞𝘩𝘺 𝘢𝘮 𝘐 𝘥𝘰𝘪𝘯𝘨 𝘵𝘩𝘪𝘴?" clarity - beats every excuse in the book. After 40+ years in the sales arena, I can tell you this: Success isn’t sexy. It’s compounding. It’s the little choices. The daily grind. The decision to hit the gym—mentally, emotionally, physically—when you’d rather hit snooze. And that compounding effect...simply priceless! You’re not behind. You’re building. So take a deep breath. Refocus. And lace up your shoes. Your future self is already thanking you. See YOU in the gym today. On purpose...WITH purpose! Timmy

5 Lessons I Learned from Jamie Dimon on Leading Like an Elite Athlete. The CEO of JPMorgan Chase says great leaders are more like Serena Williams than Wall Street suits. Here's why he's spot on correct: 𝟭. 𝗣𝗵𝘆𝘀𝗶𝗰𝗮𝗹 𝗙𝗶𝘁𝗻𝗲𝘀𝘀 𝗶𝘀 𝗡𝗼𝗻-𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝗯𝗹𝗲 Your body is your leadership foundation. Disney's Bob Iger says he couldn't run the company without prioritizing physical and mental health. 𝟮. 𝗣𝗿𝗲𝘀𝘀𝘂𝗿𝗲 𝗶𝘀 𝗮 𝗣𝗿𝗶𝘃𝗶𝗹𝗲𝗴𝗲 Top leaders embrace high-stakes moments. Like athletes reviewing game tape, great CEOs constantly analyze and adjust. 𝟯. 𝗥𝗲𝗰𝗼𝘃𝗲𝗿𝘆 𝗶𝘀 𝗬𝗼𝘂𝗿 𝗦𝗲𝗰𝗿𝗲𝘁 𝗪𝗲𝗮𝗽𝗼𝗻 Building in downtime isn't a weakness - it's a strategy. The best leaders create 𝙞𝙣𝙩𝙚𝙣𝙩𝙞𝙤𝙣𝙖𝙡 𝙦𝙪𝙞𝙚𝙩 𝙩𝙞𝙢𝙚, just like Tim Cook's morning reflection routine 𝟰. 𝗧𝗿𝗮𝗶𝗻 𝗪𝗵𝗲𝗻 𝗡𝗼 𝗢𝗻𝗲'𝘀 𝗪𝗮𝘁𝗰𝗵𝗶𝗻𝗴 Excellence happens in private, not just during game time. JPMorgan uses military-style OODA loops (Observe, Orient, Decide, Act) for constant improvement. 𝟱. 𝗕𝘂𝗶𝗹𝗱 𝗬𝗼𝘂𝗿 𝗦𝘂𝗽𝗽𝗼𝗿𝘁 𝗦𝘆𝘀𝘁𝗲𝗺 No champion wins alone. Elite leaders, like elite athletes, rely on coaches, mentors, and trusted advisors. The path to excellence isn't about your title - it's about your training. 𝗧𝗵𝗲 𝗯𝗲𝘁𝘁𝗲𝗿 𝘆𝗼𝘂𝗿 𝗵𝗲𝗮𝗹𝘁𝗵 𝘁𝗵𝗲 𝗯𝗲𝘁𝘁𝗲𝗿 𝘆𝗼𝘂 𝗳𝗲𝗲𝗹. 𝗧𝗵𝗲 𝗯𝗲𝘁𝘁𝗲𝗿 𝘆𝗼𝘂 𝗳𝗲𝗲𝗹 𝘁𝗵𝗲 𝗺𝗼𝗿𝗲 𝗻𝗮𝘁𝘂𝗿𝗮𝗹 𝗲𝗻𝗲𝗿𝗴𝘆 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝘁𝗼 𝗴𝗲𝘁 $𝗵𝗶𝘁 𝗱𝗼𝗻𝗲. See YOU in the gym today. On purpose...WITH purpose! Timmy

Sorry, but leadership isn’t '𝘼' differentiator. It’s '𝙏𝙃𝙀' differentiator. You can have the best product. A fat tech stack. All the GTM strategy in the world. But if your leadership is weak, your culture crumbles. And when culture crumbles, behavior follows. 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 → 𝗖𝘂𝗹𝘁𝘂𝗿𝗲 → 𝗕𝗲𝗵𝗮𝘃𝗶𝗼𝗿 That’s the order. Always. Get those three right? Your team can take any hill. United. Relentless. Climbing toward greatness. Get them wrong? You’re stuck at base camp. Finger-pointing. Burnout. Turnover. Excuses. 𝗘𝗹𝗶𝘁𝗲 𝘀𝗮𝗹𝗲𝘀 𝗼𝗿𝗴𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗯𝘂𝗶𝗹𝘁 𝗼𝗻 𝗱𝗮𝘀𝗵𝗯𝗼𝗮𝗿𝗱𝘀. 𝗧𝗵𝗲𝘆’𝗿𝗲 𝗯𝘂𝗶𝗹𝘁 𝗼𝗻 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝘄𝗵𝗼 𝘀𝗵𝗼𝘄 𝘁𝗵𝗲 𝘄𝗮𝘆 𝗮𝗻𝗱 𝘁𝗲𝗮𝗺𝘀 𝘄𝗵𝗼 𝗳𝗼𝗹𝗹𝗼𝘄 𝘄𝗶𝘁𝗵 𝗳𝗶𝗿𝗲. See YOU on the "hill" today. On purpose...WITH purpose! Timmy www.focus3.com

Ambition without action is a recipe for anxiety. You’ve got big goals. Big dreams. A calendar full of ideas. But if you don’t move… That ambition starts to rot. And what grows in its place? Doubt. Stress. Shame. Ambition doesn’t hurt you. Inaction does. 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝟰𝟬 𝘆𝗲𝗮𝗿𝘀 𝗶𝗻 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗮𝗿𝗲𝗻𝗮 𝘁𝗮𝘂𝗴𝗵𝘁 𝗺𝗲: 👉 The longer you wait to act, the heavier the task becomes. 👉 The more you hesitate, the louder the doubt gets. 👉 The bigger the ambition, the more urgent the discipline must be. This is what separates the Elite Sales Athletes from the average rep. They don’t just write down goals. They build daily habits to attack them. They don’t wait for clarity. They create momentum through action. They don’t run from discomfort. They train in it — like a gym for the mind. Stop overthinking. Start executing. Because clarity lives on the other side of doing. See YOU in the gym today. On purpose...WITH purpose! Timmy www.focus3.com

You wouldn't put cheap gas in a Ferrari. So why do it to your own body? Your body is your racing car. You only get one. Fuel it properly. Move it daily. Rest it right. Respect it. Always. See YOU in the on the "track" today. On purpose...WITH purpose! Timmy

Confidence isn’t a vibe. It’s a track record. You don’t become confident by thinking positive. You become confident by doing hard sh*t - and watching yourself not quit. Most people get this wrong. They wait to feel ready. They hype themselves up. They post quotes. Then they avoid the very thing that would build the confidence they’re chasing. Here’s the truth: Confidence isn’t a mindset. It’s evidence. It’s built in the reps you don’t skip. The calls you don’t avoid. The conversations you lean into—heart racing, palms sweating, voice shaking. It’s built every time you show up for yourself especially when you don’t feel like it. Your nervous system doesn’t believe what you say - It believes what you do. So if you want to feel different, act different. Do the hard thing. The uncomfortable thing. The thing you’ve been putting off. Not because you feel ready. But because the old version of you can’t come with you anymore. You don’t need more hype. You need more history. Prove to yourself - today - that you do hard things. And watch your confidence grow louder than your fear. See YOU in the gym today. On purpose...WITH purpose. Timmy

What if one of your top reps is hurting and you don’t even know it. "𝘚𝘰𝘮𝘦𝘵𝘪𝘮𝘦𝘴 𝘨𝘳𝘦𝘢𝘵 𝘱𝘭𝘢𝘺𝘦𝘳𝘴 𝘥𝘰𝘯'𝘵 𝘵𝘦𝘭𝘭 𝘺𝘰𝘶 𝘵𝘩𝘦𝘺'𝘳𝘦 𝘩𝘶𝘳𝘵𝘪𝘯𝘨. 𝘐'𝘮 𝘨𝘭𝘢𝘥 𝘴𝘩𝘦 𝘥𝘪𝘥." — Coach Stephanie White on Caitlin Clark That one hit me. Because in sales… Your top performer might be the one quietly breaking down. The one who hasn’t raised a hand. The one who’s carrying quota - and something heavier. In my 40 years building sales dynasties, I’ve seen it firsthand. The most driven reps? They don’t complain. They don't make noise. They show up, suit up, and play through until something gives. As a servant sales leader, your job isn’t just to push performance. It’s to protect your people. That means: Knowing your team beyond the numbers Creating safety to speak up before burnout hits Leading with heart, not just head Because leadership - real leadership - starts with how you respond when your people are struggling. Not every win shows up on the scoreboard. Sometimes it’s helping your team survive the game. 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀: 💪 This week, check in with the rep who’s always "fine." 💪 Ask the quiet one how they’re really doing. 💪 And listen. Like it matters. Because it does. 𝙇𝙚𝙖𝙙𝙚𝙧𝙨𝙝𝙞𝙥 𝙞𝙨 𝙥𝙚𝙧𝙨𝙤𝙣𝙖𝙡. 𝘼𝙣𝙙 𝙞𝙩 𝙨𝙩𝙖𝙧𝙩𝙨 𝙬𝙞𝙩𝙝 𝙮𝙤𝙪. See YOU in the gym today. On purpose...WITH purpose! Timmy www.focus3.com

The game of life is a contact sport. And if you’re not getting hit, you’re not playing. I know some of you are feeling it right now. The hits keep coming. The deals are harder. The days are longer. And you’re wondering if it’s worth the grind. Truth is, I took a few body blows last week myself. Not jabs - haymakers. The kind that makes you question your footing. The kind that makes you dig deeper just to stay in the fight. But let me tell you something I’ve learned in 40+ years in the Sales Arena: It’s not the easy days that define you. It’s the days when you’re running on fumes… and you still show up. Because 𝙝𝙤𝙬 𝙮𝙤𝙪 𝙩𝙝𝙞𝙣𝙠 about the challenge changes 𝙝𝙤𝙬 𝙮𝙤𝙪 𝙛𝙚𝙚𝙡 about it. And how you feel about it drives 𝙝𝙤𝙬 𝙔𝙤𝙪 𝙙𝙤 𝙔𝙊𝙐. 𝙔𝙤𝙪 𝙘𝙖𝙣’𝙩 𝙖𝙡𝙬𝙖𝙮𝙨 𝙘𝙤𝙣𝙩𝙧𝙤𝙡 𝙩𝙝𝙚 𝙝𝙞𝙩𝙨. 𝘽𝙪𝙩 𝙮𝙤𝙪 𝙘𝙖𝙣 𝙖𝙡𝙬𝙖𝙮𝙨 𝙘𝙤𝙣𝙩𝙧𝙤𝙡 𝙮𝙤𝙪𝙧 𝙧𝙚𝙨𝙥𝙤𝙣𝙨𝙚. So if you’re struggling today, know this: You’re not alone. You are in the fight. Shoulder to Shoulder. Exactly where you need to be. 𝗣𝗹𝗮𝘆 𝗴𝗿𝗲𝗮𝘁 - 𝗲𝘃𝗲𝗻 𝗼𝗻 𝘁𝗵𝗲 𝗱𝗮𝘆𝘀 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗳𝗲𝗲𝗹 𝗴𝗿𝗲𝗮𝘁. 𝗧𝗵𝗮𝘁’𝘀 𝘄𝗵𝗮𝘁 𝗺𝗮𝗸𝗲𝘀 𝗮 𝗰𝗵𝗮𝗺𝗽𝗶𝗼𝗻. See YOU in the gym today. On purpose...WITH purpose! Timmy www.focus3.com

Life's too rich to spend all your time working... Balance is healthy, and health is true wealth. In our relentless pursuit of success, it's easy to let work consume our lives. But remember, no amount of professional achievement can replace the moments lost with loved ones or the personal joy missed in the name of career advancement. This weekend, I challenge you to truly unplug. Spend that time with your family, take your dog for a long walk, or just sit back with a book you've been meaning to read. These moments of disconnect are important not just for mental relaxation but for deep, meaningful connections that enrich our lives outside of the Sales Arena. Press the pause button. Ditch the phone. Be truly present. And enjoy the presents! 𝗪𝗵𝗮𝘁'𝘀 𝗬𝗢𝗨𝗥 𝗳𝗮𝘃𝗼𝗿𝗶𝘁𝗲 𝘄𝗮𝘆 𝘁𝗼 𝘂𝗻𝗽𝗹𝘂𝗴 𝗮𝗻𝗱 𝗯𝗲 𝗽𝗿𝗲𝘀𝗲𝗻𝘁? On purpose...WITH purpose! Timmy #gratitude

Momentum doesn’t start with a miracle. It starts with a step. Not a giant leap. Not a perfect plan. Just a step. Here's what I've learned from 40 years in the Sales Arena: 👉 The first step builds momentum. 👉 The second one builds consistency. 👉 And after that? That’s when the compounding kicks in. I’ve watched too many sales reps freeze waiting to “feel ready.” But readiness is a lie. Discipline is what moves the needle. That’s why I coach reps like athletes. You don’t get stronger by thinking about the gym. You get stronger by showing up. Same rule in sales. 💪 Pick up the phone. 💪 Ask the hard question. 💪 Send the proposal. 💪 Take the feedback. Trust yourself. Trust your reps. Trust your next step. Because when you string enough of those together? You don’t just create results. You create freedom. See YOU in the gym today. On purpose...WITH purpose! Timmy

In every tough meeting, you have two options. Give a "𝙥𝙞𝙚𝙘𝙚" of your mind or give "𝙥𝙚𝙖𝙘𝙚" of your mind. I remember walking into a high-pressure meeting with the sales operations team at Duo. Headcount was expanding, territories were shrinking, sales targets were escalating, and the comp plan wasn't finished yet. Sound familiar??!!$$ Needless to say, tension filled the room. I had two choices: Give them a "piece" of my mind—unload frustration, point fingers, and vent. Give them "peace" of mind—bring clarity, stability, and solutions. I chose the latter. Not because it was easier, but because it was better. 𝗛𝗲𝗿𝗲’𝘀 𝘁𝗵𝗲 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝗰𝗲: 𝗣𝗶𝗲𝗰𝗲 𝗼𝗳 𝗠𝗶𝗻𝗱 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵: 👎 You walk in ready to unload. 👎 Frustration leads the conversation. 👎 Blame is thrown, problems are highlighted, and no solutions are found. 👎 The room leaves tense. Progress? Zero. 𝗣𝗲𝗮𝗰𝗲 𝗼𝗳 𝗠𝗶𝗻𝗱 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵: 👍 You walk in ready to listen. 👍 Empathy drives the discussion. 👍 Challenges are acknowledged, solutions are explored, and accountability is shared. 👍 The room leaves clear-headed. Progress? Forward. 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝗜’𝘃𝗲 𝗹𝗲𝗮𝗿𝗻𝗲𝗱 𝗶𝗻 𝟰𝟬 𝘆𝗲𝗮𝗿𝘀 𝗶𝗻 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗮𝗿𝗲𝗻𝗮: Real leadership isn’t about being the loudest. It’s about bringing calm to the storm. It’s about owning your 20 square feet and setting the standard. When you show up with peace instead of pieces, you shift the entire room. You become the leader people lean on, not run from. And the best part? It’s a choice you make 𝘦𝘷𝘦𝘳𝘺 𝘴𝘪𝘯𝘨𝘭𝘦 𝘵𝘪𝘮𝘦 𝘺𝘰𝘶 𝘸𝘢𝘭𝘬 𝘵𝘩𝘳𝘰𝘶𝘨𝘩 𝘵𝘩𝘦 𝘥𝘰𝘰𝘳. 𝗡𝗲𝘅𝘁 𝘁𝗶𝗺𝗲 𝘆𝗼𝘂 𝗵𝗲𝗮𝗱 𝗶𝗻𝘁𝗼 𝗮 𝘁𝗼𝘂𝗴𝗵 𝗺𝗲𝗲𝘁𝗶𝗻𝗴… Ask yourself: 𝘈𝘮 𝘐 𝘣𝘳𝘪𝘯𝘨𝘪𝘯𝘨 𝘵𝘩𝘦 𝘧𝘪𝘳𝘦… 𝘰𝘳 𝘵𝘩𝘦 𝘸𝘢𝘵𝘦𝘳? See YOU in the gym today. On purpose...WITH purpose! Timmy www.focus3.com

You’re not in high school anymore. So why do you still act like everyone’s watching? Hear me out on this one my fellow Sales Athletes. The 𝙎𝙥𝙤𝙩𝙡𝙞𝙜𝙝𝙩 𝙀𝙛𝙛𝙚𝙘𝙩 is real. We overestimate how much people care about our missteps, rejections, or that one awkward call. Guilty as charged! 👉 10th degree introvert. 👉 Voted "class shyest". 👉 Classic wallflower. 👉 WYKYK!!! But here’s the truth that I've learned from 40 years in the Sales Arena: Most people are too busy worrying about themselves to notice you tripping over your own doubts. You’re not in a social fishbowl anymore. This isn’t prom. It’s performance. And the world isn’t waiting to laugh at you—it’s too distracted by its own reflection. So how do you shake it? 𝟱 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 𝘁𝗼 𝗟𝗲𝘁 𝗚𝗼 𝗮𝗻𝗱 𝗟𝗲𝗮𝗱 𝗕𝗼𝗹𝗱𝗹𝘆: 👉 𝗭𝗼𝗼𝗺 𝗢𝘂𝘁 – You're in the ocean now. Not the fishbowl. 👉 𝗦𝗵𝗶𝗳𝘁 𝗬𝗼𝘂𝗿 "𝗥' – What you feel isn’t the problem. How you respond is. 👉 𝗗𝗼 𝗶𝘁 𝗦𝗰𝗮𝗿𝗲𝗱 – Confidence isn’t built before the action. It’s earned through the action. 👉 𝗦𝗽𝗲𝗮𝗸 𝘁𝗼 𝗦𝗲𝗿𝘃𝗲 – Don’t speak to impress. Speak to impact. 👉 𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿 𝘁𝗵𝗲 𝗠𝗶𝘀𝘀𝗶𝗼𝗻 – You’re not here to be liked. You’re here to be trusted by others to lead. 𝙎𝙩𝙤𝙥 𝙧𝙚𝙝𝙚𝙖𝙧𝙨𝙞𝙣𝙜 𝙛𝙤𝙧 𝙖𝙣 𝙖𝙪𝙙𝙞𝙚𝙣𝙘𝙚 𝙩𝙝𝙖𝙩 𝙞𝙨𝙣’𝙩 𝙚𝙫𝙚𝙣 𝙥𝙖𝙮𝙞𝙣𝙜 𝙖𝙩𝙩𝙚𝙣𝙩𝙞𝙤𝙣. Lead. Sell. Speak. Like no one’s watching...because most aren’t! See YOU in the gym today. On purpose...WITH purpose! Timmy

Your workout is a 1:1 with yourself. Own it. In the sales arena, you wouldn’t blow off a meeting with your biggest prospect, right? So why do so many people cancel the most important meeting of all? The one with themselves. I’m talking about that daily workout. The time you set aside to sharpen your edge. To get stronger, tougher, and more resilient. 40 years in the Sales Arena taught me one thing: If you don’t make time for yourself, this arena will chew you up and spit you out. Because sales is a mental game as much as it is a numbers game. And if you’re not strong in mind and heart you won’t last long in the Sales Arena. 𝗪𝗵𝘆 𝗬𝗼𝘂𝗿 𝗪𝗼𝗿𝗸𝗼𝘂𝘁 𝗠𝗮𝘁𝘁𝗲𝗿𝘀 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀: 💪 𝗗𝗶𝘀𝗰𝗶𝗽𝗹𝗶𝗻𝗲 𝗕𝗲𝗮𝘁𝘀 𝗠𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 - Motivation is a spark; discipline is the fire that keeps burning. The days you don’t want to show up? That’s when it matters most. 💪 𝗠𝗲𝗻𝘁𝗮𝗹 𝗧𝗼𝘂𝗴𝗵𝗻𝗲𝘀𝘀 𝗶𝘀 𝗕𝘂𝗶𝗹𝘁, 𝗡𝗼𝘁 𝗕𝗼𝘂𝗴𝗵𝘁 - standard over feelings. When you show up for yourself, you train your mind to push through anything. 💪 𝗙𝗼𝗰𝘂𝘀 𝗜𝘀𝗻’𝘁 𝗙𝗼𝘂𝗻𝗱; 𝗜𝘁’𝘀 𝗖𝗿𝗲𝗮𝘁𝗲𝗱 - Focus is a habit, not a switch. Your workout is a non-negotiable. It sharpens your mind to cut through the noise. 💪 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 𝗖𝗼𝗺𝗲𝘀 𝗳𝗿𝗼𝗺 𝗞𝗲𝗲𝗽𝗶𝗻𝗴 𝗣𝗿𝗼𝗺𝗶𝘀𝗲𝘀 𝘁𝗼 𝗬𝗼𝘂𝗿𝘀𝗲𝗹𝗳 - That workout? It’s a promise. Every rep is a deposit into your confidence bank. Skip it? You’re making withdrawals. Here’s the deal: If you cancel on yourself, you’re training your brain to think it’s okay to cancel on your goals. And if you’re doing that in the gym, I guarantee it’s bleeding into your calls, your pipeline, your numbers. So treat that workout like it’s your biggest client. Show up. Put in the reps. Build that momentum. 𝗕𝗲𝗰𝗮𝘂𝘀𝗲 𝘀𝗼𝗺𝗲𝘁𝗶𝗺𝗲𝘀 𝘁𝗵𝗲 𝘁𝗼𝘂𝗴𝗵𝗲𝘀𝘁 𝘀𝗮𝗹𝗲 𝘆𝗼𝘂’𝗹𝗹 𝗲𝘃𝗲𝗿 𝗺𝗮𝗸𝗲… 𝗜𝘀 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗼𝗻 𝘆𝗼𝘂𝗿 𝗼𝘄𝗻 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹. See YOU in the gym today. On purpose...WITH purpose! Timmy www.focus3.com

ANY time I build something that comes with "some assembly required" and “easy-to-follow” instructions and I don’t have leftover parts... That's a hole-in-one in my book! Don't just seize the day my fellow Sales Warriors. Seize the MOMENTS throughout the day. See YOU in the gym. On purpose...WITH purpose! Timmy