There is a section in the Selling Power magazine that I regularly read for coaching your sales team - a hands-on guide for sales managers. The current October -December 2012 issue has an article titled: "A Positive Approach - how to help your reps turn up the positive volume and turn off the negative noise".
The article references the Shirzard Chamine book "Positive Intelligence: Why only 20% of Teams and Individuals Achieve Their True Potential and How You can Achieve Yours". Link to CNBC article...
"How do you think you or people on your team are faring?
Through a synthesis of the latest research in both positive and cognitive psychology and neuroscience, we are now able to measure what percentage of time your mind is serving you as opposed to sabotaging you. The result is your Positive Intelligence score or PQ.
The numbers are compelling: With improved PQ, professionals ranging from leaders to salespeople perform 30-35% better on average. Even more importantly, they report being far happier and less stressed." Read the CNBC review for more.
Unless you tackle and weaken your own internal enemies, they will do their best to rob you of any improvements you make.
Coach's Tool Kit: 10 Saboteurs
Here's a brief look at the 10 saboteurs that hold us back from achieving our full potential:
Judge - the master saboteur who causes you to find fault with yourself, others and your circumstances.
Stickler - needs perfection, order, and organization to the extreme.
Pleaser - gains acceptance and affection by helping, pleasing, rescuing, or flattering others.
Hyper-achiever - depends on constant performance and achievement for self-respect and validation.
Victim - seeks attention by getting others to feel emotional and temperamental.
Hyper-vigilant - is intensely and continuously anxiety-ridden about everything that can go wrong.
Restless - searches constantly for greater excitement in the next activity or through constant busyness.
Controller - needs to take charge, control situations, and bend others to its own will.
Avoider - focuses on the positive and pleasant to the extreme and avoids difficult and unpleasant tasks and conflicts.
It's important to note that you never get rid of your saboteurs. The difference is with this information your reps now will have the tools to identify and tamp down these mental detractors. Also gain an understanding of your "SAGE", 5 great powers.
Find more by visiting: www.PositiveIntelligence.com and see the related video Learn. Improve. Enjoy.
What is your opinion on Positive Intelligence?