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“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.” – Theodore Roosevelt

After years of sales training, one thing to me is crystal clear: Producers all want to be better–earn more money, become a master networker, close a higher percentage, become an authority, be a valued advisor to their clients, become respected among their competitors, etc. However, far too often they fail to achieve the “wants” they say they have. What is left behind is disillusionment and disappointment. The problem is these were just things they wanted–and therein lies the rub.

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