Feeling full of myself, I walked into my manager’s office to gloat and she immediately put me into my place by asking what deal was next on tap. I felt like I just got slapped in the face and let loose accusing her of not caring about me and pushing too hard; especially when there’s a guy sitting outside her office who was at 50% of quota and not being pushed.
She then proceeded to teach me a life long lesson. She said “I can push you hard now because you won’t crack. You are full of confidence. This is when you should not lay off and keep going because you are on fire. You want to take advantage of being in the zone. That poor guy outside my office would crack if I pushed him too hard. He already is on thin ice.”
This taught me when you close a deal this is not the time to slow down. Leverage that strength to close more business.