On Winning and Losing

64 teams play in the NCAA tournament. All but one are crying at the end of their last game of the season.

I explained this to my 5- and 7-year old on the way to school this morning, one of whom (the 7-year old) was sobbing uncontrollably himself a few nights ago when Dook* eked out a win over our beloved Tar Heels in the ACC tournament.

Winning obviously matters...a lot. But an obsession with it is unhealthy and counterproductive.

Instead of focusing on winning, focus on your process and your preparation. Acknowledge and learn from your mistakes. Let winning be a byproduct, not an obsession.

(At least that is what I tried to explain to my kids that obviously weren't listening.)

This is extremely hard to do in a sales role where there are few moral victories and losing means there are dollars that should be, but are not, in your pocket. But in my experience, "the process" is the only way to build success (and stay sane) over time.

Just like a basketball game, there are variables in sales (and life and parenting and everything else) that you can't control. There are days where the ball just won't go in the hoop. And sometimes you just screw up. It can be infuriating...unless you always revert to your process.

I care deeply about winning. And I work hard to put my team and clients in the best position to win.

I work even harder to make sure that winning neither consumes nor defines me.

I humbly posit that in this season of winning and losing that you do the same.

Go Heels. :) 

*not a typo

this picture is a joke, btw -- https://i.imgur.com/xByII.jpg :)