On reflecting for a moment on this past year, 2001 has brought with it quite a few challenges. From economic conditions and world events to continued consolidation and unprecedented competition, pressure on margins and demands for "better/faster" service is unrelenting.

It may appear as if everywhere a salesperson or sales manager turns they come face to face with adversity. In light of all this, how can you manage your attitude and maintain that competitive edge?

Keep in mind that "saying" you have and will continue to have a positive outlook is not the same as actually "having" a positive outlook. One of the key components in your plan for the year (you do have one, right?) should be your strategy for keeping your attitude fit in the face of adversity.

Where can you start? Be aware of current events but do not become obsessed with them. After a dose of bad news, a meeting with a negative customer or coworker, or any other less than positive encounter, make sure that you balance the "negative" with something "positive".

Once an event, any event, has been registered in your mind, it will always be there. So, how do you combat the influx of "negative"? The only way is by introducing enough positive to render the negative useless. To do this, you have to keep feeding your mind the "right stuff".

When did you last read something to nourish your attitude? (The latest murder mystery doesn’t count.)

What are you listening to while driving? (The news is out, personal or skill development material is in!)

And finally, what do you say when you talk to yourself? (Did you know that you "talk" to yourself about 70% of your waking hours? Practice positive self talk!)

How do you make sure it gets done? Start with small, achievable, measurable steps. Enjoy those successes then ratchet up your intensity little by little.

You will be impressed with the difference an attitude tune-up will make to your personal and professional success.