Look Back To Accelerate Ahead

Welcome to lesson three of The Purposeful Performer!

Taking time to Reflect, Reset, Reframe (a framework developed by former NFL Performance coach and partner at Liminal Collective, Taylor Johnson) is essential to accelerating your results in the year ahead.

By intentionally slowing down to examine the past year, you can make better decisions, clear obstacles, and create sustainable momentum toward your targets in 2025.

Total points available: 40

Time needed: 3+ hours

Slow down to speed up

We’ve been purposefully easing into the year with Lesson 01 and Lesson 02. By this juncture, you should have:

• A personal theme framing your year ahead (our collective theme is “Empowerment”)

• A persona that supports your theme and gives you a mental “alter ego” allowing you to live up to the potential of your guiding theme

• An understanding of the current phase to operate within based on your objectives (Transition, Build Mode, or Steady State)

This week, we’re engaging in a guided Reflect, Reset, Reframe (RRR) process created by Taylor Johnson designed to unlock clarity and focus for the year ahead.

This exercise involves reflecting back on your past successes and struggles, resetting your vision and goals, and reframing your perspective to take the most appropriate actions that propel you ahead. Think of it as stepping back to launch forward with greater power.

Taylor ran a powerful workshop with our community last year focused on helping members Become A Business Athlete. I invited him back to kick things off this year with a live run through of the RRR process, including some live coaching with one of our (brave) members, Arjun.

Why does it matter for a Level II Revenue Generator?

In the fast-paced world of strategic tech sales, it’s tempting to plow ahead without pausing for reflection. But skipping this step often leads to reactive decision-making, missed opportunities, and burnout.

This structured RRR exercise helps you build clarity which further feeds your confidence and expands your capacity (the three key “pedals” for driving high performance as a Business Athlete). This is so you can operate at your highest level for as long as you want while remaining aligned with your long-term vision of financial freedom and 100% calendar ownership.

Building leverage starts with deep thinking

On paper, I had no “advantage” to earn $1.2M in commissions in a single year.

The small strategic account team I was on—we all had the same amount of accounts given to us (50) and they were all evenly distributed (North America) across our core verticals (Retail, Financial Services, Travel, Telco, Healthcare, and Tech). Additionally we all had around the same base salary (although I found out I was making less than a couple others) and the exact same comp plan.

Further, I had never worked on deals of this caliber before, knew nothing about the contact center space (our key use case), and further, had no college degree (when most of my prospective executive Mobilizers were accustomed to working with Harvard MBA grads at McKinsey, Accenture, IBM, and Deloitte).

But I was highly purposeful. It turned out to be my leading edge.

Last week I shared a screenshot of that monster year and mentioned I moved fast out of the gates when my peers were slow. But the key insight to emphasize here: I was slow and deliberate about accelerating my learning and point of view before joining. That was the foundation I needed to jump high and then sprint fast out of the gates.

Then after having the team-leading year in my first year (2018), I went on to have that monster $1.5M total earning year (2019). It was possible (and super fun) because I got even more purposeful about how I’d perform going into the year.

As you learned in Lesson 01, my theme going into 2019 literally was “slow down to speed up.” It was also my mantra for my persona (Diamond), where I developed my Diamond Hunter Framework.

It could have been a different story had I not taken time to reflect, reset, and reframe.

After coming off the MVP year, I was straight into the action with developing one of my favorite deals (Chipotle). Luckily I had a good leader in Sean Burke, and while we were visiting Chipotle’s HQ in Newport Beach, CA, we had a frank discussion.

Up to that point, he had seen the best of me and the not so great in me. He was on the frontlines with the prospects with me. Coming off such a strong year, I thought I could win every deal I pursued. My mentality was say “yes” to everything that came across my desk.

But he observed how good I was in front of accounts that I cared about and how flat I was in front of accounts that didn’t have meaning to me. Saying yes to every opportunity would have put me in a position for a lower win rate that year.

But taking the opportunity to step away and reevaluate my approach, adopt the “slower, but better” theme, and focusing in on my diamonds (which were really just an embodiment of my motivations and strengths), changed everything … and the year went by in a flash and I skyrocketed my earnings from $183K → $1.5M.

How to Reflect, Reset, Reframe

Create a quiet space and give yourself at least three hours to complete this exercise. You can break it up over two one-and-a-half hour blocks if need be. This three-hour exercise will guide you through three phases:

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