How much does attitude play a role in our businesses?
Date : September 2017
By : Andy Cecil, TAB Facilitator (Basingstoke & North D
Does attitude affect whether we make a success of our roles or how someone fits in to a team? One of the most common subjects that are raised by businesses owners is people! Why is it so hard to find the perfect person?
Attitude can often be a significant factor behind the reason why an individuals’ time at a company ended. Failure or success seems to be connected to attitude.
The book "Cold Calling for Chickens" considers how to be good at selling and Bob Etherington refers to the ongoing research that sales organisations have carried out over the years. The figures that he quotes state:-
• 15% of success is due to skill
• 15% of success is due to experience
• 70% of success is due to ATTITUDE!
This statistic is very powerful and I believe it is relevant across all roles, not just sales.
So, what is attitude?
Values and beliefs are intrinsically linked…
• Values motivate us to do what we do, what is important to us.
• Beliefs are imagined, learnt behaviours which can be re-learnt.
• Changing the way you think will change what you believe
• Changing what you believe will change your attitude.
"Planning will achieve success" is a belief (positive)
"Can't be bothered with planning, it's a waste of time" is a belief (negative)
Behaviour is a manifestation of attitude – You can choose to take control!
VALUE = BELIEF = HABIT
We are what we think...
• If you think you can, you can, if you think you can't, you can't.
Another way of saying this is are you limiting your potential by your beliefs?
How often do we find ourselves blaming someone or something else for how we feel?
• They made me do that...
• I didn't have any choice, I had to do that...
• They made me angry...
Are we made or forced to react in the manner that we do, or did we choose to react in a certain way? If our values were different, we might believe that we can choose to react differently, and therefore we will.
Reverting back to the research on successful sales people, successful people generally have very strong beliefs that drive behaviour which drives outcomes.
The following formula helps to understand the drivers behind attitude:
VALUES + PERSONAL VISION drives your ATTITUDE
People issues are often at or near the top of business owner’s daily challenges. Time and again relationship frictions come out relatively quickly. I include relationships with colleagues, clients and suppliers.
So, why is attitude so important to success?
I've taken a look back at the people I have worked with over the years and what it was that made them successful in their jobs. Invariably, their attitudes (values, beliefs and habits) were in line with their surroundings, and these people demonstrated common attributes...
• Happy - they were doing roles that they liked
• Engaged - they were interested in the problem and others
• Curious - they asked questions to learn and understand
• Willing - they worked for others to ensure the bigger picture was achieved
• Motivated - they had a life plan and knew how they were going to live it
• Optimistic - they saw opportunity and solutions, not problems and impossibilities
• Solutions - they worked on the 'HOW' can this be done approach
Reflecting on the effect of poor attitude characteristics, the common themes were:
• Unhappy people
• Confrontational dynamics
• Argumentative relationships
• Corrosive atmospheres
• Draining energy levels
• Combative environments
Placing a greater emphasis on good attitude must result in greater success for the individual and the organisation?
Ultimately, if a person’s attitude is not aligned to your company ethos, their skills and ability to do the job won’t come into effect and they will become a corrosive influence in your team.