(Last updated November 13, 2025)
Attending NSN’s Launch to Legacy event made me think not only about where I am today but about the advice I’d give myself when I left the Army. In uniform, your career path is prescribed. Officer development is structured, training is consistent, and advancement is often based on merit, credibility, and competence.
In the corporate world, the expectations are similar, but the path is far less clear. Whether you’re just starting or pivoting at 45, the truth is: we don’t always know what we want. But that doesn’t mean we stop moving.
It means we double down on development, lean into growth opportunities, and focus on what we can control: our skills, our mindset, and the relationships we build. No one else will chart your course. You have to own your career.
This article outlines the essential training areas that every sales team needs, not just to survive but to thrive.
Lesson 1: Your Career Is Your Responsibility
When I left the Army, I thought success was a straight line: get a good job, climb fast, stay visible. I’ve learned since then that career growth isn’t linear. It’s layered, sometimes messy, but always yours to own. You are the CEO of your Career.
What’s the price I am willing to pay? There is always a price. We discuss overwork, family, and finding balance. Those value exercises that everyone scoffs at can help you make the right decisions when future opportunities arise.
I used to wait for someone to notice. No one is coming. You have to raise your hand 1st. We hesitate because of what people might say and are afraid of hurting others’ feelings. No care; people are showing their jealousy.
Lesson 2: You Don’t Need to Move Up to Move Forward
I used to think every move had to be a promotion. The NSN panelist emphasized that sometimes lateral moves build depth, credibility, and options. I’ve seen people seeking promotions who are stuck at a certain level or job because they haven’t gained the prerequisite experience needed to advance to specific roles. Look for roles that teach you something new and valuable.
One way to guide your career is to study the paths of others. I suggest reviewing the LinkedIn profiles of people in roles that interest you. Look at several and see their journey. It’s an insightful exercise.
Lesson 3: Get Clear on Mentors vs Sponsors
Mentors guide you. A mentor provides guidance, advice, and support while also serving as a role model and source of inspiration. The mentor helps the mentee gain a broader perspective and grow professionally over time. I was fortunate to have mentors who provided positive support and critical feedback that I sorely needed. Coaching, Mentoring, and Sponsorship.
Sponsors go to bat for you. Give your sponsor the words to sell you. I didn’t always do this well. I got lucky. One of my sponsors and I met in the new hire training. He had more pharma experience and progressed faster. I followed him into new departments and even new companies, but I know that’s not always the case. You must be intentional about who supports and influences your career.
Lesson 4: Keep Your Network Alive—Always
There was plenty of discussion around networking, and let’s be honest, it’s a word that makes people cringe. But if we reframe it as building relationships, it becomes more understandable and far more powerful. Relationships are the glue that keeps careers, teams, and opportunities moving forward.
Keith Ferrazzi, in his book Never Eat Alone, offers a key insight: networking isn’t about keeping score, it’s about generosity. He writes, “The currency of real networking is not greed but generosity,” and reminds us that “goodwill isn’t finite… relationships grow stronger with regular use.”
In other words, real connection fuels long-term success. You invest early, give first, stay consistent, and doors open naturally over time.
I’ve found that to be true in every chapter of my life. Even my first jobs—throwing newspapers and working at McDonald’s came through relationships. And that hasn’t changed. Whether in the corporate world or as an entrepreneur, the people you know—and how you show up for them—still shape the opportunities you get.
Lesson 5: Say Yes to Projects that Stretch You
I had a mentor who would say those nighttime projects and stretch assignments get you promoted. Those are the things that get discussed during succession planning with senior leadership. I watched as a few people’s careers took off into the stratosphere because of these projects.
I recall being coached when I was heading to the home office to run a training class to ensure that I took the opportunity to meet a few people. My mentor coached me to leverage my sales results. I set up a few one-on-one meetings with Senior Sales Leadership, which led to my appointment as a Training Manager in the home office. It launched my career within pharmaceuticals.
Lesson 6: Have the Hard Conversations
Learn to communicate effectively. There will always be politics, feedback, and misalignment. Refer to rule number one. You are the CEO of your career. Speak up and advocate for yourself. Learn when to push and learn when to stay quiet.
I avoided hard conversations early in my career. I thought staying silent was being cautious. It wasn’t; it was staying stuck. Growth requires discomfort.
Final Thoughts: If I Could Say One Thing to My Younger Self
Regardless of your field of endeavor—military, pharma, sales, or beyond—competence, consistency, and leadership are built, not born. They’re developed over time through intentional effort. Your career will only go as far as your willingness to grow.
You own your personal development. If you want high performance, you can’t leave it to chance. You build it through self-education outside of work, seeking out coaches and mentors, saying yes to stretch assignments, and showing up ready to grow regardless of your company’s resources.
You must always be learning and constantly evolving.
The lessons from Launch to Legacy still echo: You own your career. Growth won’t always be handed to you, but it’s always available if you’re willing to invest in it.
If you’re a leader, ask yourself: Are you creating space for your team to grow, or just expecting performance without development? If you’re an individual contributor, ask: What’s one step I can take this week to invest in my growth?
Growth is a choice. Make it yours.
Ready to take control of your career? Let’s build the skills, habits, and mindset that turn everyday professionals into intentional, high-impact leaders.
