The director of Consultores Neurosales, Carlos Rosales, keeps his compass steady and once again leads us to see things differently in order to act better. He provides arguments and opinions so that we can review our approach, and even our course of action, in business and sales. Thus, we continue “the sales hero’s journey,” which we began publishing and discussing at the beginning of this year.

“In no story does the hero advance alone. There comes a moment or point where they need someone who sees what they don’t yet see.” In B2B sales, that moment arrives when the salesperson accepts that simply trying harder isn’t enough. They need to do things differently.

The mentor isn’t always a person. It can be a book that makes you uncomfortable, articles that encourage reflection and daring, a thought-provoking conversation, or a trainer who challenges deeply ingrained assumptions. Sometimes it’s a colleague with better results. Or even a client who, without intending to, explains their decision-making process and exposes shortcomings that previously went unnoticed.

“What’s important isn’t who the mentor is, but what they provoke. Their role isn’t to motivate or encourage, but to disrupt. The mentor names problems the salesperson sensed but couldn’t articulate. They identify patterns, introduce new questions, and offer a framework for understanding why some opportunities progress while others stagnate for no apparent reason.”

In sales, this encounter usually involves a shift in focus. Moving from the product to the client’s business. From arguing benefits to understanding risks. From closing quickly to helping make better decisions. The mentor doesn’t promise immediate results or magic solutions, but rather something more valuable: clarity.

Attending a training session, reading an article, or listening to a talk doesn’t produce real change on its own

“This point is uncomfortable because it forces you to acknowledge limitations. Listening to a mentor means accepting that some things have been done wrong or, at least, that they no longer work as they used to. For many experienced salespeople, that acknowledgment is harder to come by than learning a new technique or incorporating a new tool.”

Herein lies a common mistake: confusing inspiration with transformation. Attending a training session, reading an article, or listening to a talk doesn’t produce real change on its own. The mentor opens the door, but doesn’t walk through it for you. Their value lies in offering a different map, not in walking the path.

“When the salesperson accepts the guidance, something begins to change. They observe their processes with new eyes. They question their presentations, their questions, and even the way they measure the progress of an opportunity. There aren’t visible results yet, but there is a new feeling: now they understand why they were stuck.”

Meeting with a mentor doesn’t solve the journey. It makes it possible. From this point on, the salesperson can no longer pretend they don’t know. And that knowledge brings a clear responsibility: deciding whether to put it into practice or consciously return to the ordinary world.

Author Bio, Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.

He has been recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

Currently, he is the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

(Main reference image source: Kobu Agency on Unsplash)

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