Over the past 30 years, something’s been quietly eroding the ambition of salespeople—and perhaps the American spirit itself. We’ve traded discomfort for convenience, challenge for praise, and effort for entitlement.
It’s a mindset that starts early. We’ve all seen it: a child praised for minimal effort or told to “take it easy” so others can have fun. That same mindset shows up later—in the workplace, in leadership, and on sales teams. Salespeople enter training rooms without fire, vision, or purpose. They’ve been shaped by comfort, not challenge.
What Happened?
Authors Greg Lukianoff and Jonathan Haidt, in The Coddling of the American Mind, reveal how overprotection and “safetyism” are weakening resilience and critical thinking in young people. Sales, by contrast, is rejection-heavy, emotionally demanding, and full of risk. It’s no wonder that a generation shielded from failure now struggles to handle the demands of selling.
We’re seeing the results:
- Sales reps who avoid goals
- Leaders who avoid confrontation
- Teams with no direction
What’s Shaping Your Team?
Here’s what’s been forming today’s workforce:
- Overprotective parenting and the self-esteem movement
- Shallow influence from filtered social media
- Sales managers who don’t coach or challenge
But here’s the good news: you can change that—in yourself and in your team. You can choose discomfort for the sake of growth. You can coach yourself, and others, to get better.
Ask These 7 Questions to Expose Growth Potential
- Can someone trust you to pursue results that change lives?
- What’s your real goal—and is it personal, emotional, and meaningful?
- Are you authentic, or just performing a role?
- Are you tracking your goals and adjusting along the way?
- Are you following a plan and asking for help when needed?
- Do you believe you’ll reach your goal—and why?
- Are you celebrating wins and building momentum?
These questions uncover the truth—about your mindset, your ambition, and your readiness to grow.
Choose Character Over Comfort
Don’t recruit for talent alone. Look for honesty, work ethic, personal responsibility, and motivation to grow. Then coach intentionally. Help your team set meaningful goals, take ownership, and fight for their future.
Great sales cultures aren’t built on convenience—they’re built on character. They thrive when leaders refuse to sell out for short-term ease.
So fight the erosion. Be ambitious—for yourself and for your team. Stand for something. Set bold goals. And expect resistance—within and around you.
But do it anyway.
Because your customers, your team, your company—and maybe even your kids—need someone who’s willing to lead with strength, clarity, and courage.