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Win or Whine in 2009 - Is It a Choice?

By Tom Stanfill

I know it sounds cheesy. Like something a football coach would say at half time- “You got to want it! Winners aren’t quitters.” I always hated those trite sayings. But I’m sick of all the whining and the negative headlines that say - “We are doomed.” Cheesy or not, your success in 2009 has nothing to do with the stock market or the banking crisis or the recession. It rests on one thing - the choices YOU make. I’ve observed that there are only two types of people in this world: those who say “can’t” and those who say “how”. Again, I know it sounds like I have a whistle around my neck but it’s true.

Success in 2009 is not dependent on what happens in the market but the choices you make.

I was reminded of this the other day when reflecting back on two business associates I knew in the early 90’s. One was extremely positive, enthusiastic guy who saw huge potential in the computer industry and couldn’t wait to make his dream happen. By the way, this was not too long after the stock market lost half its value in one day and the interest rates were in double digits. Another friend of mine told me over lunch that he was really down about the market and saw nothing but doom and gloom. He actually said, “There is nothing else to invent. There is no more entrepreneurial opportunity.” He was depressed and believed there was nothing he could do about it. He said this before Al Gore invented the Internet and thousands have made millions inventing cool stuff. Not to mention the lady who started a company that inserts little decorative thingies into Crocs. She just sold it for $20 million. So where are my friends now?

One of the guys just sold his company for $1.3 billion. That’s billion with a B and one is still in the exact same position he was in the early 90s. And if you guessed the positive guy who saw potential opportunity, even in a down market, is the guy who just sold his business, you would be correct. Why did their life turn out so different? It’s how they chose to see the world. One said there is no way to do more with my life and the other said, I believe I can build something great and there is plenty of opportunity. And you know what they are both right? Which one are you?

What’s Your Decision?

So what can you learn from my little motivational speech? How will this help you succeed in 2009? If you are whining, stop. If you are hanging out with people that whine, stop. Figure out your plan to hit your number in 2009 and hit it. It may require a change in what you do or you may have to work more hours, but here is the good news- if you are willing to do what you have to do to succeed, you will. For the simple fact that most people reading this won’t.

I have lived through 3 major market crises and what always happens is the people who were making a living off doing very little, leave. And the people who are competent and diligent do fine. Are you competent? Do you work hard? It’s your choice. Now drop and give me 20!!

Apply It Today

If you struggle with being motivated as you move into 2009, here are a couple of tips to improve your outlook:

Find out how much of your product or service was purchased in 2008 and then cut it in half (which will never happen) and then look at what percentage of the reduced number you need to sell to hit your goal. I promise you it will be really small.
Be scientific and not emotional. Create your plan to succeed based on a smaller market. Based on past performance (i.e., close rates, etc.), develop specific productivity metrics that are required to hit your number.
Look at pictures of slums in Uganda and quit whining
Pick someone who is succeeding and embrace the reality that it can be done (in other words, it’s you and not the economy’s fault) and then find out how.
Realize a very small percentage of people are willing to work. If you are one of those that is willing to follow an aggressive plan, you will succeed.
Find a group of people who will encourage you and challenge you.
Assess your gaps that need to be improved. Don’t ignore and defend these gaps, but embrace them and a figure out a way to improve your skills. Success is not dependent on the company you work for but you.

About Aslan

Aslan Sales Training is a global training and consulting firm that offers customized inside sales training, field sales training, and sales leadership development. For over 15 years, Aslan has helped internationally recognized brands, such as FedEx, Oracle, Xerox, GE, Apple and others, improve the performance of their sales reps and managers. Aslan recognizes that selling, managing customers, and prospecting over the phone require a unique skill set. As a result, the company has developed a total solution that includes hiring strategies, transitioning managers into coaches and leaders and improving overall performance.