TED@UPS: Why Stirring Up Trouble Isn’t Such a Bad Thing

Trouble is actually an in-your-face kind of friend. If you don’t look for it, it’s going to come looking for you.

I’m a troublemaker. Maybe I don’t look or sound very intimidating, but it’s true. In fact, I’m actually paid to look for trouble. Let me explain.

I’m in sales, so I talk to folks every day about their business challenges. What I’ve discovered is that if there isn’t some trouble that comes up in the conversation, we usually don’t get anywhere.

Here’s what I mean: Our lives – personally and professionally – are shaped by the problems we take on. As a salesperson, one of my objectives is to challenge my clients to take on the problems – the trouble—that will transform their business.

I think trouble gets a bad reputation – undeservedly so. Trouble is actually an in-your-face kind of friend. If you don’t look for it, it’s going to come looking for you.

In my experience, I’ve found there are two different mindsets that determine how people deal with the trouble that comes their way – and the trouble they choose to go after. There’s the fixer mindset and the builder mindset.

Truth is, none of us can just be one or the other. But to me fixers are often caught up with just keeping up. I think we all get in this mode from time-to-time where we’re constantly playing whack-a-mole with our problems.

Builders are a little more interested in measured, focused impact. They look for the opportunity to swing big.

So, which are you? Fixer or builder? Check out my TED Talk to find out how to look for the right kind of trouble. goldbrown2

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Mark Modesti is in Customer Solutions Sales at UPS. He works with customers in the middle market to help accelerate their business results by leveraging the expertise and technology UPS has developed in business process analysis, supply chain and warehouse solutions.

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