But there’s a simpler way to increase market share: Make your sales organization more optimistic.
Don’t roll your eyes; this isn’t going to be a Pollyanna article. Research shows that salespeople with high levels of optimism make more money for their companies.
Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Met Life was spending $30,000 on sales training per salesperson, but 80% of their reps had left within four years. Seligman started testing job candidates for optimism. His results proved soft skills do produce hard sales results.
Salespeople who scored high on optimism sold 33% more insurance than those who scored lower. After two years, these optimistic salespeople were thriving in their positions…
View original post 538 more words