Your Bad Mood Is Affecting Sales

By Colleen Stanley

Everyone is looking for a competitive edge in this post-recession economy. Should we engage in social media tools? Hold a strategic planning session to determine the best course of action? Roll out a new marketing plan?

Here's an idea that won't cost you any money: take a look at the emotional intelligence skill of optimism. Just in case you think this is going to be a "Pollyanna" article, don't despair. There is evidence that shows optimistic salespeople make more money.

One of the best case studies comes from the work of psychologist Martin Seligman. Dr. Seligman was engaged by Metropolitan Life in New York to help with their sales turnover challenge. He convinced Met Life to give him access to their new sales candidates and administer their usual testing measures, as well as a new test he developed that measured optimism. He followed the progress of the new sales hires for one year and found that salespeople who scored high in optimism sold 33% more insurance than those who scored low. After two years, the optimistic salespeople were thriving in their positions. Met Life experienced increased retention, decreased turnover, and increased sales.

How optimistic is your sales organization?

People worry about catching colds or the flu. Salespeople should worry about catching the virus of pessimism. It is a deadly virus when it hits a sales organization because emotions are contagious. The clinical term is emotional contagion or "the transmission of moods." When people are in a certain mood, happy or depressed, that mood is often communicated to others. What message or mood is your sales management team sending the sales team? What message is your sales team communicating to clients and prospects?