Attitude and Emotional Intelligence

Attitude

An attitude is a point of view, either positive or negative, about an idea, situation, or person.

We develop favorable attitudes about those ideas, situations, or people that are associated with positive rewards and benefits We develop unfavorable attitudes toward those ideas, situations, or people that are associated with penalties or dislikes.

Attitude

An attitude has three components:

How you think How you act How you feel

You can change an attitude by changing any one of the three but changing how you feel is hardest. Acting and thinking positively helps you begin to change the feelings part of your attitude.

Attitude

Think positively: If you can dream it, you can do it. Actions and performance precede attitude.

If were good at it, we like it.

Sales performance is about 50% attitude, 50% ability.

Attitudes

Honest Positive/optimistic

In the middle of difficulty is opportunity.

Committed

Bacon and eggs: The chicken is involved, the pig is committed. Practice, practice, practice

Confident

Courageous Competitive

Strong desire to win Restless self-renewal Kaizen Open, non-defensive

Coachable

Self-motivated

Assertive Flexible Cooperative Nurturing

Attitude

Can I change my attitude?

YES!

Positive framing Visualization and mental rehearsal Do the right thing

Attitude

High achievers:

Set goals and objectives Enjoy solving problems Take calculated risks (courage) Like immediate feedback Take personal responsibility for achieving goals and objectives (results)

Objectives

Criteria for MADCUD objectives:

Measurable Attainable (accepted) Demanding Consistent with company goals Under the control of the individual Deadlined

MADCUD objectives must be flexible

Goals/Objectives
Peak Motivation

Motivation

Very Easy

Goal/Objective Difficulty

Very Hard

Goals/Objectives

The purpose of goals (long term) and objectives (short term) is to make people feel like winners. Should be bottom-up, not top-down (ha!)

Budgets and quotas are not motivational for some people, so find links between other goals and revenue targets.

Motivation for some: Relationships Help me on this. Motivation for some: Valued team member Dont let the team down.

Emotional Intelligence

Emotional Intelligence Is The Key To Success

Emotional Intelligence refers to the capacity for recognizing our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships. *

Self-awareness Self management Social awareness Relationship management

* Working With Emotional Intelligence, Daniel Goleman, Bantam Books, 1998

The Emotional Competence Framework

Personal Competence: These competencies determine how we manage ourselves. *

SELF-AWARENESS

Emotional self-awareness: Reading ones own emotions and

recognizing their impact; using gut sense to guide decisions Accurate self-assessment: Knowing ones strengths and limits Self-confidence: A sound sense of ones self-worth and capabilities

*P Primal Leadership, Daniel Goleman, Harvard Business School Press, 2002

The Emotional Competence Framework

Personal Competence: *

SELF-MANAGEMENT

Emotional self-control: Keeping disruptive emotions and

impulses under control Transparency: Displaying honest and integrity; trustworthiness Adaptability: Flexibility in adapting to changing situations or overcoming obstacles Achievement: The drive to improve performance to meet inner standards of excellence

*Primal Leadership, Harvard Business School Press, 2002

SELF-MANAGEMENT

Initiative: Readiness to act and seize opportunities Optimism: Seeing the upside in events

The Emotional Competence Framework

Social Competence: These capabilities determine how we manage relationships: *

SOCIAL AWARENESS

Empathy: Sensing others emotions, understanding their

perspective, and taking an active interest in their concerns Organizational awareness: Reading the currents, decision networks, and politics at the organizational level Service: Recognizing and meeting client or customer needs

* Primal Leadership, Harvard Business School Press, 2002

The Emotional Competence Framework

Social Competence:*

RELATIONSHIP MANAGEMENT

Inspirational leadership: Guiding and motivating with a

compelling vision (for media salespeople this would translate into creating value with an inspiring vision for your medium and your media outlet) Influence: Wielding a range of tactics of persuasion Developing others: Bolstering others ability through feedback and guidance

* Primal Leadership, Harvard Business School Press, 2002

RELATIONSHIP MANAGEMENT

Change catalyst: Initiating, managing, and leading in a new

direction *

Conflict management: Resolving disagreements Teamwork and collaboration: Cooperation and team building

* Primal Leadership, Harvard Business School Press, 2002