What Law Enforcement Taught Me About Sales, Trust, and Follow-Through with Derek Grooters

Today’s episode of The Sales Advantage Podcast is a personal one for me. I’m welcoming my husband, Derek Grooters, as my guest—not just because he’s my favorite person, but because his journey into sales offers powerful lessons for anyone selling today.

Derek has spent 23 years in law enforcement as a police sergeant, building trust, asking the right questions, and leading with integrity. More recently, he stepped into a part-time sales role selling police vehicles to police departments for ESU Pursuits, a completely different world on the surface, but one that relies on many of the same fundamentals: relationships, consistency, follow-up, and trust.

In this episode, we talk honestly about what Derek thought sales would be like versus what it actually is, the mindset shift required to move from relying on memory to using a CRM, and why inside sales strategies like regular phone calls, thoughtful follow-ups, and staying visible made such a difference over time.

We also unpack common myths around inside sales being “pushy” and talk about how Derek approached sales in a way that felt professional, respectful, and relationship-driven. You’ll hear how consistency, not quick wins, built credibility, improved responses from departments, and helped him balance sales alongside everything else he had going on.

This conversation is for anyone who:

• is considering a move into sales from another profession

• thinks they “don’t have time” to learn a CRM

• believes relationships matter but struggles with follow-up

• wants to understand how inside sales actually works in the real world

• needs proof that systems and consistency create results

Whether you’re a sales rep, wholesaler, retailer, or someone exploring sales from another career path, Derek’s story is a reminder that sales isn’t about being pushy—it’s about being prepared, consistent, and trustworthy.

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If you want to get connected with Dawn Grooters and her team, send us an email or schedule a call by ⁠clicking here⁠.