"I have never known a really successful man who deep in his heart did not understand the grind, the discipline it takes to win."

When a salesperson stops growing, momentum stops flowing. For salespeople to be effective, sales managers must grow at a faster rate than those they are managing. Managers who are more interested in status, money, and power than developing their people will lead their organizations into an inward-facing spiral of frustration. Good sales managers are people builders; they give their people 100 percent support. Good sales managers are team builders; they don't let individual stars outshine team victory. Good sales managers support the salesperson's family needs and professional goals.

"We have committed the Golden Rule to memory; let us now commit it to life."

"You manifest what you believe, not what you want."

"Some people fold after making one timid request. They quit too soon. Keep asking until you find the answers. In sales there are usually four or five "no's" before you get a "yes." "

What kinds of feelings do you have when you start your day, travel to see your client, or take your lunch break? Do you give yourself a little pep talk before seeing a new prospect? Or do you dwell too long on frustrations that have accumulated during the day? To get them out of your system, list your negative emotions on a piece of paper. For example: "I feel stupid about this call. I am a lousy sales rep. I hate this customer," etc. Complete the list. Then take each item and appraise your feelings realistically. Cross out each feeling as you gain perspective on the issues.

"No matter what accomplishments you make, somebody helped you."

Plato once wrote, "He who does well must of necessity be happy." That thought brings up two questions: Are you doing well? Are you happy? If the answer is yes to both questions, you're on the right track. If you think you are doing well but feel a lack of happiness, then you must consider two questions: How can you continue to make other people happy if you are unhappy? What can you do to be happier?

"I really do think that any deep crisis is an opportunity to make your life extraordinary in some way."

"As for worrying about what other people might think - forget it. They aren't concerned about you. They're too busy worrying about what you and other people think of them."

An opportunity is not reality. It takes work, luck, and discipline to turn opportunities into reality. When things don't turn out the way you imagine, it is good to remember that the expected outcome was in your imagination. Learn to balance your emotional investments in the things you imagine for yourself. Harnessing the power of imagination begins with avoiding heavy betting on the outcome of our dreams. It is the best protection against suffering the disappointment that might prevent you from daring to dream about the next big thing.

"A champion is one who gets up even when he can't."

Learn to neutralize your perfectionist impulses. Even if you do a less-than-perfect job on something, it doesn't mean you've failed. In fact, failures are an important part of learning. They should have no effect on your sense of self worth. When you accept failure and learn from it, you'll be able to maintain a higher level of productivity. The best way to beat perfectionism is to stay active and keep trying.

There is no such thing as a bad omen. There's also no such thing as a good omen. Both of these beliefs represent superstitious thinking. That can be a dangerous path to tread. When something bad happens, don't assume that more bad things are likely to follow. When something good happens, it won't automatically be balanced out by something bad. Focus your mind on the things you can control. You can't predict the future, but you can always control your reaction to whatever comes your way – good or bad.

"I find my greatest pleasure, and so my reward, in the work that precedes what the world calls success. "

Loneliness is not bad. You and every other person on this planet share the condition of aloneness. This condition is attached to your humanity. Think to yourself, "I am separate and unique and special. I belong only to myself – not to my husband, nor my wife; my boss, nor my partner; my brother, nor my father. I am answerable to me, and my feelings are for me to have and share as I choose." This gives you the freedom to build bridges to connect with people, rather than erect barriers. The condition of your humanity is to be separate. Accept your aloneness as a given, then start allowing yourself to enjoy it to its fullest.

Tough times can lead smart business executives to make irrational decisions. While some companies rush to trim their payrolls, others rush to boost promotions. While some customers see great opportunity in tough times, others see in them an immobilizing personal setback. What determines the toll on selling is our own attitude. If current events or changes at your company are bringing you down, put your focus elsewhere. Find a silver lining, or take time out to relax and recharge. If you can keep a balanced mind, you'll make balanced decisions.

Tough times can lead smart business executives to make irrational decisions. While some companies rush to trim their payrolls, others rush to boost promotions. While some customers see great opportunity in tough times, others see in them an immobilizing personal setback. What determines the toll on selling is our own attitude. If current events or changes at your company are bringing you down, put your focus elsewhere. Find a silver lining, or take time out to relax and recharge. If you can keep a balanced mind, you'll make balanced decisions.

"Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy."

Every night before you fall asleep, replay in your mind the good moments of the day, and give heartfelt thanks for each one of them. Think about the next day also, and intend that it is going to be amazing, that it is going to be filled with love and joy, and that all good is coming to you. Intend that it is going to be the best day of your life. Then when you wake in the morning, BEFORE you get out of bed, declare your intentions again for the day and give deep thanks as though you have received them all.

One of today's top leadership challenges is to achieve a balance between toughness and kindness. A goal-driven leader may have difficulties striking that balance and come down too hard on subordinates. A compassionate leader finds ways to decrease anxiety among subordinates who are looking for reassurance. In times of uncertainty, the best leaders show their humanity, maintain their composure, and show kindness to people. They take their toughness out on problems – not people.

"The first rule is to keep an untroubled spirit. The second is to look things in the face and know them for what they are. "

"Great things are not something accidental, but must certainly be willed."

"If you want risk taking, set an example yourself and reward and praise those that do."

Tough times can take a toll on teamwork and highlight frustrations. Salespeople often take it personally when the numbers are down, and their egos mandate that they fight back. Many times the battle spills from the marketplace into the company's own ranks. It's not uncommon for some salespeople to speak negatively about their company's products, promotions, or pricing policies. To successfully control the infighting, sales leaders must curb their own aggressive impulses, calm frayed nerves, and channel their salespeople's fighting instincts back to healthier outlets.

Be grateful for your mistakes. A despondent attitude cannot coexist with a grateful attitude. Correct your mistakes as soon as they occur. To some degree, we are responsible for many of our problems. Carefully examine all facts contributing to your troubles. Recognize your shortcomings in order to shore up your weaknesses. Don't feel ashamed; there are no mistake-proof people. We become wise because failure teaches us what we must learn to move forward.

"Contentment comes not so much from great wealth as from few wants."

To become more resilient, fill your mind with thoughts of stories of resilience. Read stories or biographies of tough people who have overcome hardships. Watch movies that have a theme of courage. Associate with courageous and disciplined people. Ask your courageous friends to share some interesting stories. Do your best to avoid negative people, and don't listen to negative conversations. Humor eases tension and anxiety; pay attention to the things that make you laugh and smile. Keep in mind that your objective is to become a more resilient person – not to escape reality.

"Holding on to anger is like grasping a hot coal with the intent of throwing it at someone else; you are the one who gets burned."

"Great minds have purpose, others have wishes."