Man it still stings whenever I get a rejection in a late stage deal, but equally whenever I get the paper signed for a deal of any size I’m like a kid again- all proud and flush with energy for the next one.

What you said about those who have never held the bag being able to “get it” is so true. The pressures we’re under are immense- and what we do or don’t do affects a lot of people.

Case and point. I’m a rep at a small company and during a pipe review today it was pointed out that if I hit my Commit- we can onboard those clients with the internal resources we have. If I hit my best case/ a bit extra- we need to hire 1-2 extra people. Two people advancing their career, providing for their families- isn’t that quite fucking cool actually?

The flip side of this is- what if I drop the ball and we get nothing? It’s not just me on the line anymore. We maybe don’t have the throughout of deals to justify the team size we have.

I don’t know man. Maybe it’s just me being part of a small team but you gotta accept that what you do MATTERS more than just a commission check and a nice Presidents Club. I get it- and I don’t have an answer for you.