Since Daniel Goleman popularised Emotional intelligence in 1995, further research has demonstrated that there is a strong correlation between the skill and sales performance 1.Intuitively this makes sense – positive feelings help us to work more effectively. Training in emotional intelligence (EI) offers a means for developing the communication and interpersonal skills needed by salespeople to develop and improve relationships with customers. Results indicate that salespeople with higher salaries (high-performing salespeople) have higher levels of emotional intelligence than do salespeople with lower salaries (low-performing salespeople.) Since Daniel Goleman popularised Emotional intelligence in 1995, further research has demonstrated that there is a strong correlation between the skill and sales performance 1.Intuitively this makes sense – positive feelings help us to work more effectively. ©2020 The Brooks Group. … Emotional Intelligence for Sales Leadership. I’d like to encourage you to put your health first, practice mindfulness, and empathise more. And, it impacts many areas of their sales performance. In other words, Emotional Intelligence, or EQ, is the holy grail that salespeople need to develop if they are to succeed in today’s buyer/seller environment. All business owners face the challenges of keeping employees motivated and engaged, ensuring good communication and helping to avoid conflict, whether the company is going through a time of change or not. Another objective of this research investigation is to check the moderating role of Supervisory Support (SS) in the EI-JP link. An empathetic salesperson is good at judging how the customer or prospect is feeling, so that they can adapt their approach and steer conversations in the right direction. 3 0 obj This study explores the relationship between the emotional intelligence of salespeople and salary as a measure of sales performance. To understand why that is, let’s take a look at how the 5 types of EQ affect sales performance. Results indicated that EI is positively related to sales revenues. After completing a three-year study at Amadori, a leading supplier of McDonald’s in Europe, researchers further explored the relationship between emotional intelligence (EQ) and the performance of the Amadori sales force.Performance data for members of Amadori’s sales department were combined with results from the Six Seconds’ Emotional Intelligence (SEI) and Brain Talent assessments. between emotional intelligence and sales performance can lead to gap closure between mediocre and high performance. There were so many important parts to this discussion that can help you and your teams – especially in times of change. That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. Emotional Intelligence and Sales Performance Development I am sales Trainer with a pharma company at Ahmedabad, over a period of my experience and observation during training I observed that What is learned and seemingly perfected during training is often not applied to … ��m$m?O��hJ�ԑ\�0�-ñ�J n��������p Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills. Marielena Sabatier, managing director of executive coaching company, Inspiring Potential, explores how ‘emotional intelligence’ is something all business owners need to think about. The sample was 218 sales professionals working for 24 different car dealerships. Approximate read time: 3 minutes. <> The above action steps are simple, but often neglected. Emotional Intelligence. 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