It’s all about how you react to events. How you explain the no. The account loss. The quota miss. Optimists react to setbacks from a position of personal power:

  • Bad events are temporary setbacks
  • Isolated to specific circumstances
  • and most importantly – can be overcome by new thinking, effort, creativity and abilities

Pessimists react to setbacks from a position of helplessness:

  • Bad events will carry over and continue to occur
  • Become pervasive and derail other opportunities
  • Blame themselves
Dr. Martin Seligman is a psychologist who studied optimism and positive psychology. In 1986, he worked with MetLife executives to add an optimism screening test to their hiring criteria.  He followed a group of Met Life new hires (appx 15,000 agents) over one year.  The result?  The agents with an optimistic outlook drastically outsold the pessimists by as much as 21% in the first year and 57% in the second year!

Wondering where you fall on the optimism scale? Take the Optimism Test here:

www.authentichappiness.sas.upenn.edu

(Under Questionnaires tab, free registration required)

 “One of the best predictors of ultimate success in sales isn’t natural talent or even industry expertise, but how you explain your failures and rejections..”

Daniel H. Pink