Applying learned optimism to increase sales productivity

Article Abstract:

Why is it that individuals with the most talent are not always the most successful? Why are others over-achievers? Based on 30 years of research with over 1 million participants, Dr. Martin Seligman and his colleagues have uncovered a significant new predictor of achievement - optimistic expectations. Ability and motivation are not always enough in the absence of optimistic expectations, particularly in situations that require persistence to overcome adversity, such as sales. In other words, research has finally turned common sense wisdom into scientific fact: Expectations of success or failure are often self-fulfilling prophecies. Moreover, this fact has been taken a step further - expectations can now be measured quantitatively and training programs can transform pessimism into optimism. The benefits of optimism have been proven - increased motivation, superior achievement in various domains (including greater sales productivity), and better physical health. These findings have important implications for salesperson selection, training, and organization design. (Reprinted by permission of the publisher.)

Research

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Extending the learned helplessness paradigm: a critique of Schulman's "Learned Optimism."

Article Abstract:

The learned optimism paradigm, described by Schulman (earlier in this volume), suggests that teaching salespeople to dispute internal, stable or global attributions for their failures improves their expectancy for success, and consequently helps performance and reduces turnover. In parallel, teaching salespeople to dispute external, unstable or specific attributions for their successes improves salespeople's expectations and performance and alleviates turnover. Acknowledging the enormous practical value of this paradigm, I suggest improvements. Specifically, that locus of causality (internal versus external) need not be disputed, that disputing the stable nature of attributions is more effective than disputing the global nature of attributions, and that emotional therapy can, quite powerfully, supplement attribution therapy in improving salespeople's performance and happiness and reducing their turnover. (Reprinted by permission of the publisher.)

Helplessness (Psychology)

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Optimism and street-smarts: identifying and improving salesperson intelligence

Article Abstract:

The author argues for emphasizing kinds of intelligence in sales personnel research. The need for optimistic thinking in developing practical awareness, and adapting, selecting, and shaping environments are discussed.

Intelligence (Psychology), Intellect

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