Optimism - A SOFT SKILL producing HARD RESULTS !

These days , we have been interviewing some middle management level Sales guys for a Capital goods company and many of them , today talk in hushed tones and whispers on how the market is in recession these days . Forgetting the fact that , the very purpose for which they are being hired is to beat the recession and bring value to the organisation in these difficult times .

I am reminded of a case study which I read in the book "Learned Optimism" by renowned psychologist , Dr Martin Selingman . And I must say this is an absolute must read for all leadership and the HR guys .

The case study pertains to Metlife ( the Insurance giant of US) and they had huge insurance agent turnover / attrition . At the end of the fourth year , 80% of the new agents were gone , which created great loss to the company . This is also a fact that Insurance sales requires a high degree of perseverance and followup and ofcourse a pig headed determination.

The President of Metlife met Dr Seligman and sought his help . Seligman introduced a new concept of measuring positivity and optimism in the new candidates and worked with Metlife to identify the top performers . He further found that the agents scoring in the top 10 percent sold 88% more than the most pessimistic agents scoring in the lowest tenth.

Metlife on the recommendation of Dr Seligman incorporated measuring optimism in their hiring and selection process. The result was for everybody to see- an increased revenue stream and reduced attrition .

By the way Optimism is a soft skill and indeed produces hard sales results ! ( One of the quotes from the book is , " Individuals can choose the way they think ". Please read it again and make it etched in your mind )

https://www.youtube.com/watch?v=Me9TI9JhvZw

Think Bigger, Better, Bolder, Beyond and Before Others!

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