One of my favorite motivational speakers of all time is Zig Ziglar. It was Ziglar who said, “Your attitude determines your altitude.” I have tried to live by that mantra my entire professional career and, like most, there are times when I have lived by it and times when I haven’t.
Back in the day, I used to do a lot of training for retail sales associates and I found it amusing to talk to them about how business was going. In one group we had people who would tell you that business sucked because the weather was bad that week, the advertising wasn’t aggressive enough, their prices were too high and the stars just were not aligned for optimum sales output. Then there was another group: kicking butt, writing deals, and, to them, the sun was shining even as the rain pelted their face. The funny thing is that the second group was working in the exact same business conditions as the first group. You may be wondering, “What is the difference?” It isn’t like a screener sat at the front door and selected all of the buyers to go to the people in Group Two and the tire kickers were sent to Group One.
If you want to find a rock to hide behind, there are plenty of them out there these days, so take your pick. It could be the economy, the politicians, raw material cost, or your customer simply not getting it and doing what they are supposed to. At the end of the day, it is all about US and what we choose. That’s right – I said what we choose because ultimately, we own our results, not anyone else.
At Market in Las Vegas, both groups presented. Granted, we are talking about bedding producers, suppliers and retailers instead of RSAs, but it’s the same game. There were those complaining about market traffic and other things that have left their business in a slump. Then there were those dancing through the halls celebrating double-digit increases and finding ways to make it happen. I know this sounds like tough love, but tell me I am wrong! Successful companies find a way to win no matter what the situation is. There is opportunity all over the place; the challenge is finding it, and then capitalizing on it. It can be done! Just ask Group Two.
What am I missing here? What are you thinking?
DISCLAIMER: The views and opinions expressed in this blog are mine and mine alone. They do not represent the thinking of the company I work for, or anyone else with whom I am affiliated. Except my wife of course, who is good at telling me what not to say.