How Inner Excellence Inspires My Life and Career in Sales Management

Eagles star wideout A.J. Brown’s sideline reading during a playoff win over the Packers has sparked a viral sensation, but for me the story behind it is deeper than it seems.

I had to get a hold of Inner Excellence by Jim Murphy, the book that gained attention when Philadelphia Eagles wide receiver A.J. Brown was seen reading it on the sidelines. At first, I was intrigued by the idea of an elite athlete turning to a book for mental clarity during high-pressure moments. But as I dove into its pages, I realized the lessons in Inner Excellence apply far beyond sports—they resonate deeply in life and, most notably, in my career in sales management within the facilities maintenance and general contracting industry.

The Power of Mindset in Sales and Leadership

One of the book’s core principles is that success—whether in sports or business—is 90% mental and 10% physical. That message struck a chord with me. In sales management, where rejection is common and the pressure to perform is constant, a strong mental game is just as critical as industry knowledge or technical skills.

Inner Excellence emphasizes the importance of clarity, focus, and being fully present in the moment. For me, this translates directly to my daily role: coaching sales teams, engaging with clients, and managing complex deals. The ability to maintain composure, stay solution-oriented, and control my mindset has elevated not just my sales performance but also my leadership style.

Embracing Challenges with a Growth Mentality

Facilities maintenance and general contracting are industries that demand resilience. Unexpected challenges—whether logistical delays, budget constraints, or demanding clients—are part of the game. Instead of viewing obstacles as setbacks, Inner Excellence has helped me reframe them as opportunities to grow.

One of the book’s key takeaways is learning to detach from outcomes and instead focus on the process. This mindset shift has been a game-changer in how I approach sales goals and customer relationships. Rather than obsessing over closed deals, I now prioritize delivering value, solving problems, and staying committed to excellence in every interaction. The results? Stronger client trust, better team morale, and, ultimately, higher sales performance.

Specific Lessons for Facilities Maintenance and Customer Satisfaction

In the facilities maintenance industry, customer satisfaction is paramount. Clients depend on reliable service, timely responses, and proactive solutions to keep their buildings running efficiently. Inner Excellence has reinforced several key lessons that have helped improve client relationships and satisfaction:

• Proactive Problem Solving: Rather than reacting to maintenance issues, I encourage my team to anticipate client needs and offer preventive solutions.
• Clear Communication: Keeping clients informed about service timelines, potential challenges, and solutions builds trust and reduces frustration.
• Commitment to Excellence: Delivering consistent, high-quality work creates long-term partnerships rather than one-time transactions.
• Managing High-Stress Situations: Emergencies happen in this industry. Staying calm, focused, and results-driven—rather than panicking—ensures we provide effective solutions under pressure.

Applying Inner Excellence in Daily Sales Strategy

Beyond mindset, Inner Excellence provides actionable strategies that I’ve incorporated into my daily routine:

• Morning Visualization & Intentions: Starting each day with a clear purpose helps me approach sales calls and meetings with confidence and direction.
• Emotional Resilience Training: Just like an athlete resets after a bad play, I’ve learned to quickly move past objections or setbacks and stay in a winning state of mind.
• Process Over Outcome: Shifting my focus to daily habits, follow-ups, and client engagement rather than immediate results has made a significant impact on long-term success.

Final Thoughts

Reading Inner Excellence has reinforced the idea that success in sales management—just like in professional sports—is about more than just skill. It’s about mastering the mental game, staying disciplined, and consistently pushing for growth. Whether you’re managing a sales team, negotiating contracts, or navigating industry challenges, the principles in this book can help you operate at a higher level.

If you’re in sales, leadership, or any high-stakes profession, I highly recommend giving Inner Excellence a read. The insights you’ll gain might just transform the way you approach your career—and life.

Have you read Inner Excellence? I’d love to hear your thoughts on how mental discipline has impacted your career. Drop a comment below!

#walkerpropertyservices #nationalfacilitiesmaintenance #selfperforminggeneralcontractor Michelle Whitty, MBA Paul Walker