The Winning Attitude

Written by Bill Sayers

Where does that attitude come from?

There were 70 sales people with 70 different personalities and 70 different backgrounds and yet they all had this attitude of success and “getting it done.” As I participated in the events, it was reinforced for me again and again: a winning attitude is an internal choice. There were reps who were there for the eighth or ninth time – every year that they had been with the company. They expected to be there and expected to be one of the top performers. There were reps who had had a good year and realized that they could do it again. There were the rookie reps who were going to do it again next year.

It rubs off.

The amazing thing was that the winning attitude and energy rubs off on everyone. As a spouse you’re inspired by your partner’s success and are thrilled to celebrate and share in this success.

At the awards breakfast, the CEO congratulated the winners on their achievements. He then challenged them to look around and see which colleagues were not there and asked everyone what they were going to do to help those reps be there next year. Wow. What a great way to have that attitude rub off on the entire organization! What do you think that will do to foster great teamwork?

Sales reps are competitive. I did not like sitting at the kick-off meetings and not have my name read for the President’s Club. When I didn’t make the trip, I kicked myself into high gear to make sure I was on the “trip” the next year. I still have the plaques and awards hanging on the walls or sitting on the shelves in my office. That attitude is what the CEO wants to inject into the organization.

How do I get this attitude?

Attitude is not a God-given trait. We all have personalities and behaviour traits that we were born with and stay with us forever. That is proven. It is also proven that a shift in attitude—particularly in sales people—can take you from the bottom of the pile to the top of the heap in a very short period of time.

Attitude is something you own and “must” take responsibility for. Your attitude is 100% your responsibility. How you view the world, what words you use, the context in which you speak, your ability to respond to situations is all in your control. If you believe otherwise it is time to change your attitude! A positive attitude will put you in a better mood, affects your health positively and people want to be around you.

While in Rio, I spent time with the two top performers (one male; one female). They had two very different personalities, yet I loved being around them because they were “real,” fun, and confident. And they weren’t arrogant; those reps never last because everyone is trying to knock them off their pedestal—and I mean everyone. Their enthusiasm was infectious and put a smile on your face every time you are with them.

Sayers says:

How is your attitude? What words and turn of phrase do you use when speaking to others? Do you take responsibility for your behaviour and actions? Do people want to hang around you? Do you send people away with a smile on their face? Spend some time this week thinking about these questions and answer them honestly. If you need to change – then change – it’s up to you!

Bill Sayers -
	Bill Sayers speaks, coaches, leads education sessions and provides management consulting services to a variety of companies. He recently completed “Funnels and Forecasts – The Great Game of Sales”. He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program, and is on the faculty of Canadian Professional Sales Association and Canadian Management Centre. To receive our free “How are you Playing The Game” Scorecard and a 45 minute one-on-one session with Bill Sayers, email: This e-mail address is being protected from spambots. You need JavaScript enabled to view it or visit: www.TheSayersGroup.com . Read More >>
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