When facing profound challenges like a difficult diagnosis or loss, the instinct is to push forward. The more effective approach is to first allow yourself grace—the emotional space to process the situation without self-judgment. Goals can only be realistically set after this.

“Giving yourself grace” is not an excuse for poor effort. It is a post-performance strategy. Uphold a high standard in your work, but apply grace in the evaluation by learning from mistakes without obsessive self-criticism, which prevents you from backing away after a setback.

Successful people juggling multiple ventures don't succeed by perfectly managing everything. They succeed by accepting that some things will fail and giving themselves the grace to focus on the wins, rather than dwelling on the inevitable dropped plates.

Drawing from Rational Emotive Behavior Therapy, Brad Jacobs combats perfectionism by reframing rigid demands (e.g., "I must be liked") as flexible preferences ("I prefer to be liked"). This simple linguistic shift prevents setbacks from being perceived as total failures, fostering a more resilient and healthier mindset for leaders.

True discipline isn't about brute force willpower but is a conscious trade-off. It's the act of sacrificing short-term ease and comfort (what you want now) for a more significant, desired future outcome (what you want most). This reframe is crucial for salespeople who constantly face tedious tasks and rejection.

Striving for perfection consumes cognitive bandwidth with self-monitoring and judgment. By lowering the stakes and focusing on connection instead, you free up mental resources, paradoxically leading to better performance and achieving greatness.

The key to avoiding burnout isn't just about stepping away, but about how you treat yourself while engaged in work. Stop beating yourself up for not knowing everything in a fast-paced environment. Granting yourself patience and empathy for the learning process is more sustainable than striving for perfection.

Gratitude and self-pity are mutually exclusive mindsets. By consciously practicing gratitude, salespeople can displace the insidious tendency to dwell on lost deals or rejections. This allows for a focus on lessons learned and future opportunities, rather than past failures.

On days when you only have 40% capacity, the goal is to give 100% of that 40%. This mantra avoids the trap of perfectionism and burnout by acknowledging that your available energy fluctuates. It allows for self-compassion while still demanding full commitment within your current limits.