The top 10% are like the Heat. They accept responsibility, regroup, refocus, and come back charging. They hit the court / office, make note of what didn't work and what did, and leverage their strengths. Sure, take a breather after a big loss. Step away from your desk. Go for a walk, lunch, or take an afternoon at the park. But, while you are away accept that YOU lost the deal and only YOU can stage a comeback. Comebacks start only when you take responsibility and then take action.

An Engage Selling client has a sales rep who is a good performer but also causes a lot of trouble. She is very difficult to manage and causes chaos in the office daily. Today she announced to the owner of the business that she was having an intimate relationship with their biggest customer simply to protect her job. She sensed that the owner is tired of her antics and is thinking about firing her.