In addition, when it comes to great salespeople, management has to constantly raise the bar. People will sell in direct proportion to how inspired they are and how much they believe, Grosso contends.

Grosso recalls the businesses that made money in what he calls the Disneyland Days of roughly 2004-2006. “They really made money,” he says, “because it was so easy. It was happening not because of them but in spite of them. Then business got tough and they were clueless about what to do.”

A lot of them are gone today, Grosso comments. “The strong survive and adapt. You have to constantly keep adapting. Look at your numbers; look at what’s happening in the marketplace. There are guys just now getting out of big-ticket ‘want’ items. It took them two years and hundreds of thousands of dollars in losses to figure out somebody moved their cheese.”