It’s just a job. It’s not your life.

Stay humble. Be grateful.

Here’s the thing. Every career in sales is full of ups and downs.

Lots of highs. Lots of lows.

It’s inescapable.

There were deals you were sure you were going to win. And didn’t.

There were deals that you won against all odds.

There will be good bosses. And horrible bosses.

You’ll have fun customers. And customers from hell.

It will all be there.

It will be exhilarating and stressful.

You have to learn how to modulate the highs and lows of this career.

What has helped me has been this bit of wisdom from Paul Tillich. I tore it out of Forbes magazine more than 30 years ago. It’s been present on my desk ever since.

“The awareness of the ambiguity of one’s highest achievements - as well as one’s deepest failures - is a definite symptom of maturity.”

It’s a useful reminder that whatever happens at work, good and bad, and particularly in sales, is not a judgment of you as a human being.

Nor is it a reflection of your worth as a partner, spouse and parent.

All you can do is try your best.

If you lose that big deal, oh, well. Big deal. Learn from it and move on.

Lost that big deal and the sun will rise tomorrow and your kids will still love you.

And, if you win that big deal, be humble and grateful for those who helped you.

Spread the credit around. You didn’t win it on your own.

Keep learning and growing.

Keep working hard. Keep competing.

Just don’t make it out to be more than it is.

It’s just a job. It’s not your life.

You got this.