--- title: The Path To Sales Excellence Runs Through a Recording Studio description: You have to be willing to be bad before you are good. The path to business excellence is to make yourself vulnerable. image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-3110502.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Jun 13, 2025 # The Path To Sales Excellence Runs Through a Recording Studio ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence) After graduating from USAFA in May 1992, the Air Force sent me to Texas A&M to study meteorology. For my 23rd birthday the following April, my dad bought me golf lessons (and an addict was born!) I was single, had time, had money, and I was—and still am—competitive. I swung that club until my hands were calloused, my neck was red(er), and my heels were blistered from walking the **TAMU** golf course in 104-degree heat playing 2, 3 even 4 balls because I was the only one on the course. With a lot of lessons, a lot of playing time, and sheer force of will, I improved rather quickly. While visiting my Dad in Jacksonville, FL, before being shipped off to Osan, South Korea, I took another golf lesson where the pro videotaped me. ## SHAZAAM! There I was in all my hunched-over, head-swaying, outside-in, slicing glory for the pro to show "my angles, my planes, my grip and my pains." [![12 Weeks To Peak Logo 1](https://no-cache.hubspot.com/cta/default/443614/interactive-178284682666.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKKCYHEfQbGOv9IoCXjfuhCpsbtbh0mibxW9l2xlXZO%2BNLrEpxoBu01U7ZxaRA6xANZlnlvVl32ZrJoM03FxLeCrBB68TW49Ru%2Flj4zxfySsaF4Hay%2FUYwaIAJXvqjSSxK7BNMPXnTZKrqG7%2ByyVaEXk6lqbpPk27S4Sl0UpNu9s7ZCZwDZ4SVA6OCc1oB6HQZ3WP7vnkDHDlH0ht6snqWlbTM%3D&webInteractiveContentId=178284682666&portalId=443614) He drew on the screen with boxes around my head, "Vs" on my arms, and lines on my hips, and you know what happened? I got better. I got A LOT better. **I got a lot better FASTER than ever!** And I only took about five swings in that lesson! The key was not getting in a lot of swings. The key was seeing what a perfect swing would look like, then practicing that. The same thing happened with my prospecting and selling abilities when I recorded my phone calls and had my sales coach dissect my calls. Reviewing both the golf videos and sales calls with an expert felt weird...awkward...even embarrassing. But I wanted to excel at golf—and I wanted to excel at sales—so I made myself vulnerable. Who's recording and analyzing your efforts to become excellent? [![\\Contact \Wes\](https://no-cache.hubspot.com/cta/default/443614/interactive-184981315418.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIfsaVcNJhI%2B3tOglKeKeOksEHLhHD%2FFnV9ZyeIDpMX12evAI6W5c4SjuRH2GeJ2Emo5OviM2BP0QTeX4VvPmaCf2JV3XEIPP%2Fgv74wcLuZkNcx63%2FZaHHfaF%2F31c0DBS5eA2AGkNzQ86R2lOI4dIfOnG%2FiFwXy6xgKJBpPD4DjzV%2BujOEsJkiQ%2FQD%2B4e%2BTFA4%2Fu9cX9vEqPZg%3D&webInteractiveContentId=184981315418&portalId=443614) Market like you mean it. Now go sell something. ## Related posts [![Rejection Therapy: How To Handle Rejection In Sales](https://thesaleswhisperer.com/hs-fs/hubfs/rejection%20therapy.jpg?height=200&name=rejection%20therapy.jpg)](https://thesaleswhisperer.com/blog/rejection-therapy-handling-rejection-in-sales) [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [Rejection Therapy: How To Handle Rejection In Sales](https://thesaleswhisperer.com/blog/rejection-therapy-handling-rejection-in-sales) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Selling is hard. Not making the sale is hard. Growing a business is hard. Getting a [Read more](https://thesaleswhisperer.com/blog/rejection-therapy-handling-rejection-in-sales) [![Know The Business You Are REALLY In For Sales Success — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-1888014.jpg?height=200&name=pexels-1888014.jpg)](https://thesaleswhisperer.com/blog/know-the-business-you-are-really-in-for-sales-success) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [Know The Business You Are REALLY In For Sales Success](https://thesaleswhisperer.com/blog/know-the-business-you-are-really-in-for-sales-success) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 [Read more](https://thesaleswhisperer.com/blog/know-the-business-you-are-really-in-for-sales-success) [![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/Wes_Quotes_-_Become_Fanatical.jpg?height=200&name=Wes_Quotes_-_Become_Fanatical.jpg)](https://thesaleswhisperer.com/blog/get-rid-of-the-crappy-stuff) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [Get Rid of the Crappy Stuff](https://thesaleswhisperer.com/blog/get-rid-of-the-crappy-stuff) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Want to build a great business? Listen to and emulate those who have created great businesses.... [Read more](https://thesaleswhisperer.com/blog/get-rid-of-the-crappy-stuff) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Wes Schaeffer", "url" : "https://thesaleswhisperer.com/blog/author/wes-schaeffer" }, "dateModified" : "2026-07-05T07:10:15.378Z", "datePublished" : "2025-06-13T14:35:44.000Z", "headline" : "The Path To Sales Excellence Runs Through a Recording Studio", "image" : [ "https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-3110502.jpg" ], "mainEntityOfPage" : { "@id" : "https://thesaleswhisperer.com/blog/be-vulnerable-to-be-great-the-path-to-business-excellence", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hubfs/wes-header-lockup.png" }, "name" : "Fixer Wes" } } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#organization", "@type" : "Organization", "founder" : { "@id" : "https://thesaleswhisperer.com/#wes" }, "legalName" : "TSW Group, Inc.", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%20The%20Business%20Fixer%20white.png" }, "name" : "The Sales Whisperer®", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#website", "@type" : "WebSite", "name" : "The Sales Whisperer®", "potentialAction" : { "@type" : "SearchAction", "query-input" : "required name=search_term_string", "target" : { "@type" : "EntryPoint", "urlTemplate" : "https://thesaleswhisperer.com/hs-search-results?term={search_term_string}" } }, "publisher" : { "@id" : "https://thesaleswhisperer.com/#organization" }, "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#wes", "@type" : "Person", "alternateName" : "The Sales Whisperer", "image" : "https://thesaleswhisperer.com/hubfs/wes-suit-forward.jpeg", "jobTitle" : "Founder", "name" : "Wes Schaeffer", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/about", "worksFor" : { "@id" : "https://thesaleswhisperer.com/#organization" } } ```