Sales people MUST possess an upbeat and powerful attitude all the time. But, managers must also have the ability to focus, coach, and develop each rep's attitude as an element of their job! Why, because so often our attitudes affect the way we learn, how we are perceived, and ultimately how we approach our job day to day!
Coaching attitudes is not easy but here are a few suggestions:
- Focus on the good things as much if not more than the things our sales people do wrong.
- Use positive adjectives such as fantastic, tremendous, great, etc.
- When proving feedback use words or phrases such as "opportunity to improve": versus "here is what you did worn (which one would you react more positively to?)
Here is presentation with some basic research we did that may help:
http://play.goldmail.com/iu0d2k3sz0mw
Free Whitepaper on Coaching Attitudes:
