The Principles of Emotional Intelligence

• Discouragement can be traced to three sources. Recognizing the
  source is the first step in overcoming discouragement.
  •We must develop a learning response to stay on top of failure, dis-
  appointment, and adversity.

Eric called and sounded downcast. He had taken a senior-level sales
management position for a top financial firm that held high expectations
for him. He had been successful at every turn except for the last job, which
he had left after the market debacle of 2000–2001. His current employer
was launching into new territory that Eric was familiar with, and they were
banking heavily on his ability to get doors open. He told me he was dis-
couraged with the pace of his progress. He was working at 150 percent but
getting 75 percent results.
Mary was also discouraged. She loved her company and the industry
(medical equipment) and felt she was well suited to the job. She told me
her discouragement was so pervailing that she was nearing depression over
her poor performance. Mary has a winsome personality, is intelligent, and
carries herself with confidence. Her sales goals hinged disproportionately

107

SOURCES OF

DISCOURAGEMENT

“Hope deferred makes the heart sick, but

when the desire comes, it is a tree of life.”

—PROVERBS. 13:12

13

CHAPTER THIRTEEN