Page 41 - GS131101
P. 41
Education
StreetSmarts SM
Nothing succeeds like failure
By Dale S. Laszig It's a journey, not a destination
Castles Technology Co. Ltd. Adams noted that top performing sales professionals
know that they won't get every deal. They continually
he credit card industry may be recession-proof, look for new opportunities while staying up-to-date
but that hardly makes selling merchant services with current customers and trends. He prefers this type
easy. Merchant level sales professionals (MLSs)
T must navigate a turbulent payments ecosystem. of continuous activity over static goal setting, which can
sometimes lead to an empty feeling upon reaching a goal.
We're buffeted daily by variables such as margin compres-
sion, attrition, competition, security and regulatory issues, "Throughout my career, I've had my antennae up, looking
disruptive technology, and high-maintenance customers. for examples of people who use systems as opposed to
Even the most seasoned pros don't expect to win every goals," Adams wrote. "In most cases, as far as I can tell,
deal. So how do they handle losing? the people who use systems do better. The systems-driven
people have found a way to look at the familiar in new
Scott Adams, creator of the Dilbert comic strip, challenges and more useful ways."
traditional assumptions about failure in How to Fail at
Almost Everything and Still Win Big. The book is a testament He added that achieving a goal makes you feel terrific
to his tenacity, and a reflection on his winding career path, until you realize you have just "lost the thing that gave
which took many detours, including stints as an inventor, you purpose and direction."
restaurant owner and banking professional.
Failure leads to success Alternatively, instead of focusing on specific
accomplishments, systems-oriented professionals take
Adams wondered if his eventual success as a cartoonist pride in their overall professionalism, work-ethic and
and author was brought about by talent, luck, hard continual improvement. "[B]eing systems-oriented, I felt
work or a combination of all three. "All I know for sure myself growing more capable every day, no matter the
is that I pursued a conscious strategy of managing my fate of the project that I happened to be working on,"
opportunities in a way that would make it easier for luck Adams wrote.
to find me," he concluded.
Go beyond goals
Adams shared some of his epic failures in an Oct. 12, 2013, How does this portend for the goal-oriented among us?
Wall Street Journal essay. "I'm delighted to admit that I've We need to make sure that whatever we're pursuing has a
failed at more challenges than anyone I know," he wrote. useful life beyond our achieving that one big thing. What
"And I'd like to think that reading this will set you on the is our plan for post achievement? Our goals need to have
path to your own magnificent screw-ups and cavernous goals.
disappointments." He added that failure is "the place
where success hides in plain sight."
Systems-oriented professionals accept that they are not
going to win every deal. GS Online's MLS Forum member
41
41
StreetSmarts SM
Nothing succeeds like failure
By Dale S. Laszig It's a journey, not a destination
Castles Technology Co. Ltd. Adams noted that top performing sales professionals
know that they won't get every deal. They continually
he credit card industry may be recession-proof, look for new opportunities while staying up-to-date
but that hardly makes selling merchant services with current customers and trends. He prefers this type
easy. Merchant level sales professionals (MLSs)
T must navigate a turbulent payments ecosystem. of continuous activity over static goal setting, which can
sometimes lead to an empty feeling upon reaching a goal.
We're buffeted daily by variables such as margin compres-
sion, attrition, competition, security and regulatory issues, "Throughout my career, I've had my antennae up, looking
disruptive technology, and high-maintenance customers. for examples of people who use systems as opposed to
Even the most seasoned pros don't expect to win every goals," Adams wrote. "In most cases, as far as I can tell,
deal. So how do they handle losing? the people who use systems do better. The systems-driven
people have found a way to look at the familiar in new
Scott Adams, creator of the Dilbert comic strip, challenges and more useful ways."
traditional assumptions about failure in How to Fail at
Almost Everything and Still Win Big. The book is a testament He added that achieving a goal makes you feel terrific
to his tenacity, and a reflection on his winding career path, until you realize you have just "lost the thing that gave
which took many detours, including stints as an inventor, you purpose and direction."
restaurant owner and banking professional.
Failure leads to success Alternatively, instead of focusing on specific
accomplishments, systems-oriented professionals take
Adams wondered if his eventual success as a cartoonist pride in their overall professionalism, work-ethic and
and author was brought about by talent, luck, hard continual improvement. "[B]eing systems-oriented, I felt
work or a combination of all three. "All I know for sure myself growing more capable every day, no matter the
is that I pursued a conscious strategy of managing my fate of the project that I happened to be working on,"
opportunities in a way that would make it easier for luck Adams wrote.
to find me," he concluded.
Go beyond goals
Adams shared some of his epic failures in an Oct. 12, 2013, How does this portend for the goal-oriented among us?
Wall Street Journal essay. "I'm delighted to admit that I've We need to make sure that whatever we're pursuing has a
failed at more challenges than anyone I know," he wrote. useful life beyond our achieving that one big thing. What
"And I'd like to think that reading this will set you on the is our plan for post achievement? Our goals need to have
path to your own magnificent screw-ups and cavernous goals.
disappointments." He added that failure is "the place
where success hides in plain sight."
Systems-oriented professionals accept that they are not
going to win every deal. GS Online's MLS Forum member
41
41
