"If you are busy rowing the boat, you do not have time to rock it.” - Tim Scholze
How to Build a Team That Moves Forward - Not One That Stalls or Capsizes
The quote at the top is more than a catchy phrase. It’s the ultimate truth in business. Look around any company, and you’ll see two types of people: those who row and those who rock. The difference between them isn’t just attitude; it’s impact.
Salespeople who row drive results, push the team forward and create momentum. Rockers? They disrupt, stall progress, and sink opportunity. But here’s the real kicker: the most successful organizations are the ones that master the art of rowing—together.
Let’s break down why.
The Hidden Cost of Rockers: Why They Drain Time, Money, and Morale
Rockers exist in every business, every team, and every sales force. They are the skeptics, the complainers, the energy vampires. They don’t just resist change, but they actively work against it.
The Stats Say It All:
- Negativity is contagious: Harvard Business Review found that just one toxic team member can lower productivity by 30-40% in a group.
- Turnover skyrockets: One disengaged employee increases the likelihood of their coworkers quitting by 54% (Source: Gallup).
- Sales teams suffer: Companies with toxic cultures experience up to 20% lower sales growth compared to teams with high engagement (McKinsey & Co).
Who Are the Rockers?
- They spread doubt: They stir fear about leadership, the product, or the company’s future.
- They resist rowing: Instead of driving results, they sit back, complain, and expect rewards.
- They create distractions: Their goal isn’t progress but rather it’s attention.
The truth? Rockers don’t build anything. They break things down.
The Power of Rowers: Why They Win in Sales and Life
Rowers, on the other hand, are the lifeblood of any successful sales organization. They don’t just show up. They lean in and put in the work, embrace the mission, and row with urgency.
Sales Rowers Make More Money
According to Salesforce:
- Sales reps fully engaged and aligned with company goals exceed quota by 23% on average.
- High-performing sales teams collaborate 25% more than low-performing teams.
- Sales reps with a growth mindset (rowers) outperform their peers by 34%.
Who Are the Rowers?
- They take ownership: Rowers don’t wait for motivation. They create it.
- They inspire others: Just as negativity spreads, so does momentum.
- They win more deals: Rowers focus on what matters, which is solving problems, serving clients, and closing sales.
Rowers don’t get distracted by noise. They keep their eyes on the destination and row until they get there.
A Story from the Water: How Rowers Create Champions
In competitive rowing, every oar must hit the water in perfect sync. The slightest misalignment, a hesitation, an uneven pull—throws the entire boat off course.
In the 1936 Berlin Olympics, a team of underdog American rowers faced elite European crews. They weren’t the biggest, the fastest, or the strongest. But they had something their competitors didn’t: absolute unity. Every stroke was in sync, every effort was in service of the team, and every challenge was met with discipline.
They didn’t just win the gold. They crushed expectations. They inspired a great book called
The Boys in The Boat (GREAT READ) and
a movie with the same title.
In sales, the same principle applies. The best teams don’t rely on individual superstars. They row together.
Want to Sell More? Start Rowing.
The difference between rockers and rowers isn’t skill. It’s mindset.
If your sales team is full of distractions, it’s time to make a choice:
- Will you focus on the mission or the noise?
- Will you row with your team or rock the boat?
- Will you push forward or let others pull you back?
Final Thought: If the Boat is Rocking, Start Rowing.
Success belongs to those who move, not those who make waves without direction.
Your Call to Action:
If you’re serious about selling more, leading better, and building a winning team, share this post with a fellow rower. Let’s create a culture where rowing is the only option.
