Strange beasts we are.

Both as humans and as wholesalers.

When the odds are stacked against us, when our world gets uncomfortably stirred, we often dig deep and work our butts off to avoid unenviable consequences.

Stacked odds such as:

• not meeting the sales goal
• appointment count is too low
• underperforming in a high profile/widely coveted new territory

In these cases, the consequences of under-performing include:

• uncomfortable conversations with the boss
• letting down those that love us and count on us for support
• risk of losing a job

Conversely, sometimes we experience the opposite, and no less treacherous, end of the spectrum.

Including:

• selling a product that is killing it
• basis points that are insanely attractive
• regular praise showering down from the highest heights of our firm
• paydays that make us quietly blush

Our risk is becoming complacent.

Somewhere between the anxiety ridden, day-to-day existence of the wholesaler who is in survival mode, and the seemingly do-no-wrong, perilously complacent fat-and-happy wholesaler, there is an almost mythical place.

One where we systematically do everything we know we need to do to succeed, every day.

Where our vision isn’t blinded by the bright light of great success.

And not urgently motivated by a hot poker in the ribs.