As a sales leader, where is your focus right now? Is it on the past or is it on the future? Many leaders, especially in corporate, spend far too much time on the past – analysing it, investigating it forensically, and often will use that to criticise departments and people for past performance. A great way to build a high performing culture! Great leaders and great organisations will define reality based on the past, but they will not wallow in the past. They understand that the windscreen is big for a reason!