Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence

Abstract

Based on Sternberg's (1985) theory of human intelligence, the nature of salespeople's street-smarts—one of three aspects of intelligence this theory defines—is evaluated. It is suggested that salespeople's adapting to their environment, selecting to be in a more appropriate environment and shaping or molding their environment, the three elements of street-smarts, all contribute significantly to not only their performance but also their happiness (satisfaction). Further, it is suggested that although there may be a tendency among salespeople to focus on just one of the three aspects, because people like doing what they are best at, a balance among the three aspects of street-smart intelligence is more desirable. The motivational and personality roots of these forms of intelligence are also examined. Optimistic thinking is suggested to be a core, individual characteristic that fosters salespeople's street-smarts. Consequently, while recruiting salespeople sales management ought to evaluate the optimistic te...