Personal Development Blog

Frank’s Story

The quarterly sales figures just came in; Frank had just learned that his marketing plan had failed dismally. He had been so sure his idea was a winner and that it would lead to a much needed promotion that would allow him to finally move his family out of that dump they were living in. Frank pondered his situation, and started thinking about who must have messed things up. Perhaps it was sales, they clearly must have misunderstood his plan. How could he ever get ahead when working with incompetents like that? Or perhaps it was his boss to blame; maybe his boss had never spoke to the director of sales like he had asked, to tell the director his marketing plan was the top priority.

Next, Frank started planning how to explain these numbers to his boss. He figured he would first explain how most likely sales had messed up, and then add that the Sales Director just didn’t get the idea. He would conclude by adding that if everyone would just try harder, next quarter’s numbers would be better, as the marketing plan was definitely a good one. Otherwise better off just giving up on the plan, why stay with a sinking ship?

Frank went home for the day full of anger and frustration, the plan was such a failure.

Marty’s Story

The quarterly sales figures just came in; Marty had just learned that the figures didn’t meet his goals, sales were down considerably. While disappointed, he was happy to finally have feedback as to whether his marketing plan was proving successful. Marty pondered the situation and started planning his next steps, no use focusing on the setback. He first decided that the sales reps might have some useful experience from the field as to why the plan wasn’t working, and perhaps a few tweaks might make it better. He would quickly schedule a meeting with the sales team to ask for their ideas and feedback on his marketing plan. He would also conduct some more market research surrounding his marketing technique. Marty figured that he was one step closer to a marketing plan that could give him his much needed promotion; he knew that with enough persistence he would get there and he’d get his family a better place to live.

Marty decided to hold off meeting with his boss until he obtained feedback from the sales team and did some quick market research, so that he could go to his boss with a high level plan, which described the weaknesses of the current plan, and how they could be corrected for next quarter. He wouldn’t take it personally as his boss had reviewed the plan and agreed it was promising, but he would take personal responsibility for making it better.

Marty went home a little disappointed that the plan hadn’t worked out perfectly, however he had known all along the risks inherent in a first attempt, and at least slept well knowing he had his next steps planned out and thus one step closer to his goals.

The Differences

Consider how Frank and Marty faced the exact same situation, but reacted very differently. Imagine yourself in a similar situation and ask yourself how you would react? Which person is more likely to get the results they want in the end, and which is more likely to earn the respect of their boss and the sales team?

Frank quickly moved into blame and excuses, and assumed his plan was perfect and others needed to change and take action. He let himself fall into a mindset of failure, letting emotions of anger take hold. Quite likely his attitude of blame would gain even less support by the sales team, and his boss may lose confidence in him, leading to even less chance of a promotion, perhaps even outright cancelling his marketing plan. Frank also held on to the concept of “just try harder” rather than accepting that maybe something in the plan itself needed to be adjusted, part of externalizing all responsibility for what happened. Basically Frank’s attitude and actions were ruled by his emotions and ego, not by clear thinking as to what will give him the best results, both career wise and emotionally.

On the other hand, Marty didn’t see the results as “failure”, rather that he simply didn’t achieve his goal. This helped him avoid the resulting negative emotions. He also avoided blaming anyone or serving his ego, he knew he was the owner of the plan, and had to take full responsibility for it. He also accepted that he would not have all the answers, so planned to get feedback from those that would. Most likely the sales team would appreciate being asked, and be more supportive next quarter if some of their own ideas had been incorporated. Marty also planned to come to his boss with a proactive plan to improve the numbers, which would reassure his boss that he is accepting responsibility and dealing with it. In general, Marty maintained a positive attitude, and persistence, and went into the marketing plan knowing all along it might not work out perfectly the first time.

Next time you face a setback, don’t even think of it as “failure”, rather as a “challenge”. Ask any successful person how they deal with a setback, and you’ll most likely find someone that acts like Marty, not Frank.