Never get too high. Never get too low – Newsletter Edition

Like many great coaches, Dana Cavalea found that he was happier off the field helping the best of the best become that way. He spent 13 years as the strength and conditioning coach for the New York Yankees, receiving the Nolan Ryan Award in 2009.

Watching and working with champions gave him some unique insights into success. A of lot of what makes for extraordinary success is not what many of us have been told most of our lives.

Here are six nuggets from this week’s interview:

Never get too high. Never get too low.

In any game, there are wins and losses. You can’t handle the constant readjusting of getting really up when you win and getting really down when you lose. It literally whacks your endocrine system. Great players are level: they are the same person whether they got the hit or didn’t get the hit. In sales, as in most games, there are going to be losses. That’s just the nature of your game.

Be careful about “formulas for success.”

Know yourself and your game and do what works best for you. A coach’s job is not to apply rigid rules. The coach’s job is to provoke discovery so that you can find what works for you, for right now. One problem with formulas is that we humans are not static. We change. What works for us today may not work for us in 5 years.

Stay within yourself.

A goal or vision that belongs to someone else will not help you. Most people are not even going to understand your vision, so remain attentive to the goal and vision you hold within yourself and avoid exterior distraction.

Social media lies.

It tends to focus only on the wins, which is not real life. Look at professional sports: the losses are just as important as the wins, and those losses are public. That is how real life works.

Our passion is 100% within us.

People say “go find your passion” as if it were an exterior destination distinct from oneself. What you really need instead is to give yourself the space to find the passion already inside you using the amazing compass of insight also waiting there. Then, you need to follow that compass.

The best players seem to arrive last and to leave earliest.

When they are there, however, they are all business and are hyper-focused on the job they have to do. They follow routines and strategies that make them the best they can be. Then they punch out and go home.

Listen to the entire interview here

My Relationship Marketing Weekly is a collection of nuggets to help you build your brand, your market, and your relationships. There is a longer version published alongside this on the web site which you can find here.

Michael Stammer is a Sales | Life | Performance coach available for individual and group coaching and speaking to organizations. For more visit

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