The Bull's-Eye View

Is Your Attitude Helping or Hurting Your Career?

Dear Friends and Colleagues,  

Attitude. One word, with a big punch, and some make or break connotations for your career. How many times have you heard people extol an employee for their great attitude, no matter what, or condemn them for having a bad attitude when, by all accounts, the rest of their work performance was fine? Attitude, and other people’s perception of yours, plays a big role in the workplace.

Research suggests that 85% of job success can be “determined by ‘attitude’ and the ‘ability to deal with people,’” according to the Carnegie Foundation. Combine that with our own anecdotal evidence of people’s perceptions, and you can see how important a positive attitude is for any career—but especially in sales, where your “ability to deal with people” is critical.

Attitude in Job Interviews
Attitude is also a major factor when interviewing for a job, in any industry. Knowing all this, it seems logical that anyone pursuing a career in sales would invest in some sort of “attitude adjustment,” but that’s where it becomes tricky. What qualifies as a legitimately “bad” attitude, and what can be chalked up to personality differences? Can you be realistic, or even pessimistic, and maintain a good attitude?

We’ve all heard horror stories of customer service representatives who put their company to shame and inspire nothing but laughs at what they call “service.” But everyone has bad days, head colds, breakups and personal problems. The difference between a great salesperson and an average one really does come down to attitude: who is able to rise above a bump in the road, and who cannot.

Fake It ‘Til You Make It
You don’t have to be an Oscar winning actor to succeed at work, even when you’re having a bad day. You just need to put things in their place and focus. Bringing your personal life to work can be beneficial when it allows you to connect with customers, but on a bad day, you may need to focus just on the 9 to 5. Prioritize, organize and by all means, slap a fake smile on your face—it really can help. Then take a deep breath, and focus.

The ability to segment two parts of your life in order to regroup and refocus on one will help tremendously on bad days, but it can also have residual effects on everyday performance, giving you the edge you need. When you’re able to put yourself aside and focus on the person you’re talking to, you can’t help but do a better job. Whether you’re in sales, customer service or hospitality, people like to feel that they are the center of attention. And when you give them that sense, you’ve automatically done your job a little bit better.

Try it out: give yourself a mini attitude adjustment, and see your performance improve.

Good Selling,

Peter Marinilli CPC, CSP
Managing Partner 

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The Importance of a Good Cultural Fit

One of the aspects of the hiring process that's often overlooked by companies is that of cultural fit. In other words, how well a candidate fits into the overall culture of the organization. While at first glance, that consideration might not seem too important, it's actually crucial for ensuring a good hire with a high probability of retention.

There are two measures by which you can assess a candidate's potential for fitting into the company's culture. Those two are as follows:

The candidate's values, or the things that they hold in most esteem. One way in which to ensure that the candidates you hire share the same values as your company is to pro-actively promote the company's. This can be done by posting them on its website, as well as someplace within the building, such as in the lobby. (The statement of values can also include the company's mission statement.)

The manner in which the candidate likes to work. This pertains to their "preference for production" and how it stacks up against the company's standard operating procedures. Do they prefer to work alone? Or do they thrive in a more cooperative atmosphere? If there isn't a match between the candidates's most efficient mode of operation and the company's, problems could arise.

Making a good hire a bad one

There's no doubt that talent and skill set are important components in determining who to hire. In fact, it could even be said that those are the main factors in the decision-making and hiring process. However, it would be a critical mistake to not take into consideration the importance of a good cultural fit.

Without such a fit, a potentially good hire can sour over time. The employee will gradually become less productive, less motivated, and less likely to remain engaged in their position. All that means, of course, that they're a prime candidate to leave, which is exactly what you don't want.

Copyright protected, Sorrell Associates, LLC all rights reserved worldwide. © 2009 Gary Sorrell



Motivational Quotes

"The secret of success in life is for (one) to be ready for opportunity when it comes."
~ Benjamin Disraeli

"Image creates desire. You will what you imagine."
~ J.G. Gallimore

"There is an infinite difference between a little wrong and just right, between fairly good and the best, between mediocrity and superiority."
~ Orison Swett Marden



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Attitudes Are Contagious…Is Yours Worth Catching?

Attitude development is at the core of achieving successful, desired results and outcomes.

The way you feel about yourself and others plays a crucial role into your personal and professional lives. In attitude development, we tend to always want to rush through the process. You cannot do this. You have to take it one step at a time if you are going to truly change your attitude. Attitude development is an important and difficult task- but not impossibility. And remember; it's up to you...only!

Here are a few tips on how to begin to develop a great attitude:

1. Don't Stress - This may be the hardest step of all in attitude development. Our level of stress can control what we feel about ourselves and how we judge others. It is very hard at times to control your levels of stress. You can decrease your stress levels by looking at every situation logically. There is always a logical explanation to all the stressful things that are plaguing your life. Take a moment to look at the area around you in times of stress and slip into a calm and relaxed feeling. With practice, you can be stress free...almost!

2. Grow some skin - Not literally. Grow some skin refers to not taking colleagues comments personally. People are going to name call or joke with you. You need to be the better person and shake it off. Ignore the comments that are more often than not, jokes, and you will be better off. It is hard to "turn the other cheek", but it is more important that if you are going to make any change toward attitude development, you need to be able to just ignore the comments and move on. When you do, you can easily move on to the second hardest thing to do in attitude development. This is to control your temper.

3. Calm your temper - You need to be able to calm your temper if you are going to change your attitude. There are times in which we almost achieve complete change in our attitudes of others and then our tempers explode. This is partially due to our behavioral make up. Some people have short fuse tempers while others have long fuse tempers. It doesn't matter what fuse you have, only that you are able to control it. Attitude development is very hard at times, but it can be achieved if you are willing to take the extra energy and take care of the little issues that trigger your temper. When you have taken out those triggers you can begin to see your change of attitude.

4. Read daily affirmations - affirmations are positive statements you tell yourself. These affirmations will help you with all the steps above and in times of self doubt. Positive affirmations will go a long way in keeping a positive attitude for years to come.

"It is your attitude that is going to hold you back or catapult you to achieving your goals and success!"
~ Gary Sorrell

Your attitude determines your altitude in life. How high do you want to go?

Copyright 2009, Sorrell Associates, LLC



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