Creating a positive sales team isn

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Should we engage in social mediaw tools? Or should we have a strategicv planning session to determine course orchang course? Maybe we should roll out a new marketinfg plan? Here’s a thought: Take a look at a soft emotiona intelligence skill that yielda hard sales results: optimism. There is evidenc e that supports the theory that sales teamz possessing high levels of optimism make companiesmore money. One of the best case studiesw comes from the work that psychologist Martin Seligman did with in New Seligman persuaded Met Life to give him accesz to its new employees and administer the usual as well as a new test he developee thatmeasured optimism.
He followed the progressd of new salespeople for one year and founr that salespeople who scored high in optimisn sold 33 percent more insuranc e than those whoscored low. After two the optimistic salespeople were thriving in their whichincreased retention, decreased the costs associated with turnovef and increased sales. How optimistic is your organization ? There is a lot of news coverage on theswin flu, and people are worried about catching it. There is another epidemid to watch out forin today’s pessimism. It can be deadly when it hits an organization becaused emotionsare contagious.
The clinicall term is emotional contagion, and it is definedf as “the transmission of moods.” When peoplde are in a certainmood — happy or depresser — that mood often is communicated to What is the mood at your company? What messags is the leadership team sending your saleas team? What is your salee team communicating to your customers and prospects? A sales manager sharesz the story of a rep who started every conversation in the past downturjn with, “You probably don’t have any so you don’t want to buy …” The self-fulfillingg prophecy was set by the salesperson, and the prospecty followed the salesperson’s lead.
No So what can you do to stop the epidemicof pessimism?? Study and duplicate optimistic salespeople: • When facedf with adversity, optimistic salespeople ask themselves several key What’s good about this?