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Effect of Optimism and Commitment on the Sales Force
I'm not an optimist or a pessimist. I tend to be a be a realist. Relating the aforementioned quotes to selling, I believe that optimists find it difficult to challenge people. I can easily slide over to the pessimistic side when necessary, like when it's time to debrief a salesperson on a recent call. It's difficult to punch holes or question a salesperson's account of a call if you are an optimist. Optimists often become overexcited and set unrealistic expectations about the likely outcome of an opportunity. I believe you must be able to slide back and forth between optimism and pessimism. Get yourself motivated and excited, be realistic about what's happening, and challenge people when what you hear doesn't sound right.
The Effect of Commitment and Optimism on the Sales Force
There are some noteworthy quotes which, although written in the context of innovation, apply equally, if not even more to selling and sales management.
The Optimistic Sales Professional
Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well - both physically and psychologically. An increasing body of research is showing that keeping an optimistic outlook, and having the physical energy to meet the demands of working in sales are critical to a sales person's effectiveness, success and overall well-being. Something many of us know intuitively, however it good to have it validated. Managing and overcoming setbacks is key to succeeding in anything. In sales we are tested everyday. Without a sense of optimism it would make getting up to face each day that much harder. So what is Optimism?
Optimism: the Key to Living Longer & Happier
People who are successful in life measure high on assessments of optimistic attitudes. It would be easy to presume they are optimistic because they are successful, but there is enough research to show that the optimism comes first.

Other dr martin seligman Related Articles

Present Like a Pro Book Review
Present Like a Pro Cyndi Maxey, Kevin E. O’Connor; St. Martin’s Press, 175 Fifth Ave, NY 10010, 212.674.5151, www.stmartins.com, July 2006, ISBN 0312347731, 256 pages, $12.95

Present Like a Pro
Book Review -- – Cyndi Maxey, Kevin E. O’Connor; St. Martin’s Press, 175 Fifth Ave, NY 10010, 212.674.5151, www.stmartins.com, July 2006, ISBN 0312347731, 256 pages, $12.95
Tough Calls
Book Review -- AT&T and The Hard Lessons Learned from the Telecom Wars – By Dick Martin; AMACOM, 1601 Broadway, NY, NY 10019, www.amacombooks.org; November, 2004; 304 pages, $24.95
Work Life Balance And The Power of Positive Thinking
Can we learn how to respond optimistically and hopefully to events that challenge work life balance? According to psychologist and researcher Martin Seligman, the answer is YES. While some folks appear to be hardwired to respond optimistically to ups and downs in life and work, others are wired for pessimistic responses. Fortunately, you do not have to settle for the wiring you were born with. Find out how you can improve your resilience and your hopefulness by acquiring solid positive thinking skills.

The Prayer of Change
The three sentences in a quotation attributed to Martin Luther King, Jr. are a prayer for change. It speaks to us on every level of business, of society, and of self-improvement.

How Business Boosts Development
The experience of the richer powers today shows that the private sector provides the base for a country's development, said Paul Martin, Prime Minister of Canada. Visitors to most developing countries see evidence of widespread entrepreneurship in bazaars and markets and of the skills possessed by local people. So why have these nations not also been able to make the same economic advances as countries in Europe and North America? One explanation he has heard, said Martin, is that indigenous business has no confidence that it will be able to overcome the various administrative barriers that dominate economic life, that property rights can be protected, or that legal systems can bring real justice. How far is this true? he asked his fellow panellists.

The three types of happiness - are you really happy?
Dr Martin E.P. Seligman, a proponent of positive psychology, has identified three types of happiness.

How to Respond to Criticism – Learning from Dr. King
I am embarrassed to tell you that, up until three weeks ago, I had never read Dr. Martin Luther King, Jr.’s Letter from a Birmingham City Jail. It is, without a doubt, one of the best case studies in how to deal with criticism I’ve ever come across.
Choosing Our Reality
An optimist expects the best possible outcome and dwells on the most hopeful aspects of a situation. He or she believes that this is the best of all possible worlds, the universe is improving, and good will ultimately triumph over evil. An optimist believes no one ever ruined their eye sight by looking at the bright side of life. Research on Emotional Intelligence, Attribution Theory (see Martin Seligman's book outstanding book Learned Optimism), and related fields show that optimists not only go further in life, they also have a much better time on the trip. Optimists are generally healthier, happier, and leaders in their fields.
Leaders Inspire Their Teams With Optimism
Seligman has found that pessimists fall into the trap of the three Ps when faced with negative change or setback. They make the issue Permanent, Pervasive and Personal. They avoid wearing clean underwear because it will only tempt car accidents. When faced with difficult change or problems, we have three choices. We can be a Survivor and just hang in there, hoping for the best, sitting on the fence, and waiting to see what happens. Or we can choose to be a Victim, using the situation as one more example of how these terrible things keep happening to us.

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