In sales, just like in life, the cards you’re dealt don’t define your success. It’s how you play them that counts.

Whether you’re an SDR, a founder, or someone navigating leadership in a fast-moving tech environment, understanding your response-ability,  your ability to respond, is one of the most powerful shifts you can make.

Why This Matters in Tech, Startups, and Sales​​

We all face challenges: missed quotas, deals that fall through, features that break, investors who pull out, and clients who ghost. The difference between average and exceptional isn’t just skill, it’s mindset.

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The Hoffman-Kofman Leadership model calls this moving from a Victim to a Player.

A victim mindset says:

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• “My manager doesn’t support me.”

• “The economy is terrible.”

• “The product isn’t good enough.”

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A player mindset says:

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• “How can I influence my manager?”

• “What can I do in this economy?”

• “What conversations am I not having about the product?”

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Being a player doesn’t mean pretending everything’s perfect. It means choosing to focus on what we can do, our choices, our effort, our clarity.

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Real Talk: Sales Is Full of Uncertainty

There are so many variables outside our control: the budget, the timeline, the legal team, the economic climate.

But what’s always in your control?

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• How quickly we follow up

• How well we prepare for calls

• How clearly we communicate value

• How we handle rejection

• How we learn from failure

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This shift isn’t just motivational fluff, it’s strategy. The more you reclaim agency, the more resilient and effective you become.

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Victim vs. Player: A Quick Comparison

Victim MindsetPlayer Mindset

FocusWhat’s broken / unfairWhat’s possible / within reach

OwnershipBlames others / circumstancesTakes responsibility

EnergyDefensive, reactiveProactive, creative

Language“It’s not my fault.”“Here’s what I’ll do next.”

GrowthStuck in the problemInvested in the solution

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What This Looks Like in Practice

Example 1: Sales Rep
Your top opportunity ghosts you before contract signing. The victim says, “They were never serious.” The player says, “I missed a key buying signal. What can I learn from that?”

Example 2: Startup Founder
A competitor launches before you. The victim spirals. The player tightens the roadmap, speaks with users, and ships faster.

Example 3: Team Lead
Team motivation is low. The victim blames the team. The player checks in, removes roadblocks, and models ownership.

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How to Build Player Muscle

✅ Pause before reacting. Ask yourself, “What’s really in my control?”
✅ Choose the language that reflects ownership. Swap “why did this happen to me?” for “what can I do next?”
✅ Train your response muscle. Like going to the gym, this is a skill, not a switch.
✅ Celebrate micro-wins. Catch yourself being a player. It builds momentum.

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Final Thought

The most successful people are the ones who stop waiting for the stars to align and start owning their role in the outcome.

They don’t always win, but they always play.

And that’s the real edge.

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Inspired by the Hoffman-Kofman Foundation's leadership framework.

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