| "Weakness of attitude becomes weakness of | | | | want to know that the salesperson cares about |
| character." | | | | them. Is it different in your industry? |
| Albert Einstein | | | | Given this framework, managers would |
| In the movie Remember the Titans, the story | | | | understand that it does not ay to exhibit a bad |
| follows the integration of two high schools. | | | | attitude with their workers. According to a |
| Herman Boone (Denzel Washington) is hired as | | | | Carnegie Foundation survey, 85% of an individual's |
| head football coach in a very emotionally charged | | | | success in life is attributed to a person's ability to |
| situation. At any point, something bad could erupt. | | | | deal with people and manage his or her self. |
| Yet, the movie captures the attitude | | | | Therefore, a positive attitude by manages may |
| transformation of the team. The team captain, | | | | contribute greatly toward organizational profitability |
| who was an All-American defensive player, finds | | | | in the long run. |
| himself complaining about the selfishness of | | | | Great leaders can set the tone for an |
| another player. Yet, this captain wasn't supporting | | | | organization. In fact, leadership expert Dr. Bruce |
| the head coach's philosophy of becoming a | | | | Winston notes that employees want leaders who |
| successful team. Only when the leaders on the | | | | can move an organization in a positive direction |
| team supported the team strategy did the team | | | | during stormy times. Furthermore, John C. |
| start being successful. | | | | Maxwell, author of The 21 Irrefutable Laws of |
| Good leaders understand the importance of a | | | | Leadership, argues the significance of a good |
| good attitude in building an effective organization. | | | | attitude: "If you want outstanding results, you |
| Everyone loves a winner, but many people forget | | | | need good people with great talent and awesome |
| the struggles to the top. Yet, emerging leaders | | | | attitudes. When attitudes go up, so does the |
| understand the need for teambuilding and | | | | potential of the team." When a selfish person |
| leadership development. In the textbook | | | | leads an organization, it can have a negative |
| Contemporary Management, Gareth Jones and | | | | impact on the organization. In fact, a bad attitude |
| Jennifer George make the case for greater | | | | can damage the work culture. The results can go |
| emotional intelligence by managers. | | | | well beyond the bottom-line for most |
| Emotional intelligence (EI) is the ability to | | | | corporations. Therefore, a good attitude does |
| understand and manage one's own mood as well | | | | matter, Captain! |
| as the mood of others. They argue that | | | | References: |
| managers will better be able to relate to their | | | | Maxwell, J. (1995). Attitude 101. Nashville, TN: West |
| employees. Understanding employees as well as | | | | Publishing Company. |
| customers is a necessity for successful | | | | Winston, B. (2002). Be A Leader for God's Sake. |
| organizations. Jim Cathcart, sales expert, further | | | | Virginia Beach, VA. Regent University. |
| suggests that the attitude of a salesperson can | | | | © 2010 by Daryl D. |
| make or break a sale. He notes that customers | | | | |