Successful people have determined what value the past has for today and tomorrow. Ignoring the past as something that cannot be changed is a start, but really what can you learn from those days that are gone?

Living in the past can only lead to short changing the present and future. Two common mistakes relating to the past are "Reach Back" and "Afterburn".

"Reach Back" is an all too common habit of trying to change things that happened in one's past. "If I only stayed at that company", "what if I had handled that differently?", "I wish I had that to do again", or "If I only knew then what I know now"...all may be examples of thoughts relating back to decisions and actions from your past. The past is just that, the past.

"Afterburn" is a similar habit…living in the past or reliving the highlights of your life or career. Examples sound like "did I ever tell you about the time...", "Do you know what I did in 1995?", or "I was at my best when...". Again, history is just that, it is over. There is no problem thinking back about the glory days...but you cannot relive them. In sales we often are attempting to cash in on successes that have longed been cashed in.

Lessons...there is the real value of the past. Successful people have learned to capture the past, learn lessons from it and move forward in a constant effort to improve the future. Remember to "Avoid Reach Back and Afterburn" or ask for help from Sales Concepts at 440-575-7000.

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