The Magic of Thinking Big in Tech Sales

In this episode, I sit down with Raymond Griffin, Regional Sales Manager at Numa, to talk about what it actually takes to become a top producer in sales and stay there across multiple stops in automotive tech. Raymond breaks down how luck, mentorship, territory selection, and obsession all played a role in his early success at Cars.com, including the mindset shift that helped him go from near the bottom of the leaderboard to winning Rookie of the Year in a single month. He also explains why positive thinking only matters if it is paired with relentless action, daily habits, and a clear plan for how you are actually going to reach the goal you say you want. We also get into career moves, leadership, and how strong sellers think about preparation, urgency, and coaching. Raymond shares how he evaluates whether it is time to leave a company, why financial independence gives you leverage in your career, and what he notices first when a rep starts slipping. He also explains how he cuts through AI noise in dealer conversations by knowing the customer deeply, speaking to real operational pain, and asking better questions instead of relying on a generic pitch. Toward the end, he lays out his philosophy on President’s Club-level performance, including the role of curiosity, urgency, discipline, and how badly you actually have to want it if you expect to separate yourself. TOPICS WE COVER How Raymond went from near the bottom of the leaderboard to winning Rookie of the Year through obsession, visualization, and execution  Why positive thinking only matters if it is paired with daily action, process, and working backwards from the goal  How to know when it is time to leave a company and why saving money gives you more career leverage  What Raymond notices first when a rep starts underperforming and how he approaches coaching early  How he cuts through AI noise with dealers by knowing the customer, finding real pain, and asking better questions  What it really takes to hit President’s Club, including curiosity, discipline, preparation, and how badly you want it ABOUT THE GUESTRaymond Griffin is a Regional Sales Manager at Numa with a long track record of success in automotive sales. Before Numa, he held sales roles across companies including Cars.com, Dealer Inspire, Tekion, and Impel, and built a reputation as a high-performing seller and sales leader in the automotive tech space. His career honors include 2024 President’s Club at Outsell/Impel AI, 2014 Rookie of the Year at Cars.com, multiple President’s Club selections, multiple Regional and Divisional Team MVP awards, and NADA Team recognition at Cars.com. LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Numa: https://www.numa.com/