The Power of Belief: how the Pygmalion effect and Dr. Masaru Emoto’s research can inspire and motivate your Sales team

Using positive influence and psychology to drive Sales success

As a sales manager, you hold a powerful role in shaping the performance and morale of your team. You are not only responsible for driving sales but also for influencing how your team members perceive their own potential. Motivation is a key driver of success, and fostering a positive, empowering environment is crucial to helping your salespeople unlock their full capabilities.

Interestingly, two psychological phenomena - the Pygmalion Effect and the research of Dr. Masaru Emoto - provide valuable insights into how beliefs, words, and attitudes can shape the outcomes of individuals and teams. Let’s explore how these concepts can be harnessed to inspire and motivate your sales team.

Pygmalion and Galatea

The Pygmalion effect: expectations shape performance

The Pygmalion effect (*) , also known as the self-fulfilling prophecy, suggests that higher expectations lead to an increase in performance. In simpler terms, when leaders expect more from their team members, those team members are more likely to meet those expectations. This concept was demonstrated in a groundbreaking study by psychologist Robert Rosenthal in the 1960s. Teachers were told that certain students were "late bloomers" and expected to perform better academically. Over the course of the year, those students’ performance improved significantly, not because of any special intervention, but because of the teachers’ elevated expectations.

For sales managers, this means that the way you view and interact with your team members can have a direct impact on their results. If you believe in their potential and communicate that belief through your words and actions, they are more likely to rise to meet your expectations. On the other hand, if your expectations are low or uninspiring, the team’s performance can falter.

(*): Pygmalion effect: named after the Greek myth of Pygmalion, who sculpted a statue of a woman so beautiful that he fell in love with it, the Pygmalion Effect suggests that his love and belief in her beauty made her come to life.

The impact of words: Dr. Masaru Emoto’s water crystal experiment

In addition to the Pygmalion Effect, the work of Dr. Masaru Emoto, a Japanese researcher, provides another compelling reason to be mindful of the words and energy you bring to your sales team. In his famous water crystal experiment, Dr. Emoto exposed water to different types of words and energies, such as love, gratitude, anger, and hate, and observed the effects on the molecular structure of the water. The results were astonishing: the water exposed to positive words like “love” and “thank you” formed beautiful, symmetrical crystals, while water exposed to negative words like “hate” formed disorganized and fragmented structures.

Dr. Masaru Emoto’s water crystal experiment

While the scientific validity of Emoto’s work has been debated, the emotional and psychological implications are striking. It suggests that words - whether spoken or thought - carry energy that can impact the environment, and this includes the way your team perceives themselves and their work. If you consistently use positive, encouraging language with your salespeople, you can foster an environment that helps them feel empowered, valued, and motivated to perform at their best.

How to apply these concepts to motivate your Sales team

• Set high expectations and communicate “belief”

As a sales manager, it’s crucial to believe in your team's potential. Use the Pygmalion Effect to your advantage by setting high but achievable expectations for your team members. Make sure to communicate your belief in their abilities regularly. Instead of saying, “This deal may be difficult,” say, “I know you have the skills to close this deal. Let’s figure out the best strategy together.” Your team will rise to meet your belief in their success.

• Use positive and empowering language

Just like Dr. Emoto’s water crystal experiment, the words you use with your team have a powerful impact. When providing feedback or encouragement, choose words that foster growth and positivity. Rather than focusing on shortcomings, highlight strengths and potential. For example, instead of saying, “This wasn’t your best pitch,” you could say, “I see a lot of potential in your pitch. Let’s fine-tune a few points, and you’ll be even more successful next time.”

• Create a culture of encouragement

Encourage collaboration and positivity within your team. Create an environment where team members are comfortable sharing ideas, helping one another, and celebrating each other’s successes. Positive reinforcement isn’t limited to verbal praise; it’s also about creating an atmosphere that supports growth and shared success.

• Recognize and celebrate small wins

Sales can often feel like a long journey with many hurdles. Recognizing and celebrating small wins along the way helps to build momentum and reinforces the idea that progress is being made. This keeps your team motivated and focused, creating a cycle of positive energy that continues to drive success.

• Model positive expectations

Your actions and attitudes as a leader speak volumes. If you model confidence, resilience, and a positive outlook, your team will be more likely to adopt the same mindset. Remember, as a sales manager, you are setting the tone for the entire team. The higher your expectations and the more belief you demonstrate, the more likely your team will follow suit.

• Provide Constructive Feedback with a Positive Spin

Feedback is an essential part of growth, but the way it’s delivered can make a big difference. Instead of focusing solely on what went wrong, balance it with what went right. Constructive feedback, when framed positively, helps team members learn and improve without feeling demotivated.

Final thoughts

Sales managers wield the power of influence. The way you communicate with your team, the expectations you set, and the energy you bring to each interaction can all impact the success of your salespeople. By applying the principles of the Pygmalion Effect and Dr. Masaru Emoto’s water crystal experiment, you can create a positive, motivating environment that enables your team to thrive.

Remember, your belief in your team - and the words you choose - can have a profound impact on their performance. By fostering an atmosphere of positivity, encouragement, and high expectations, you set the stage for greater success and a more motivated, high-performing sales team.

Related articles: