Bryant (in his quantitative research), has shown us Emotional Intelligence affects sales relationships and states more ongoing research needs to be conducted (Bryant, 2005). Emotional intelligence consists of one’s ability to express and control emotions, read the emotions of others, and respond to others empathetically. Sales training is relevant to the study of the relationship of emotional intelligence with sales performance because most sales training involve the objective of inducing certain behavioral changes in a salesperson, which would improve job performance (Wilson, et al., 2002). The sample was 218 sales professionals working The sample was 218 sales professionals working for 24 different car dealerships. <>>> �h����z�b���>mV3���6�o����Pe. You can help your salespeople increase their emotional intelligence and perform to their maximum potential with the EQ Assessment. A self-regulated salesperson is able to avoid bringing their negative emotions such as fear, anxiety, or irritation to sales conversations. 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. It tells us about our strengths and weaknesses. ‎On part two of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the impact of sleep on emotional intelligence and positive mindset. After assessing thousands of salespeople, we’ve found that too much empathy can cause a rep to be overly sensitive to the feelings of others, resulting in avoidance during the sales process. They embrace new behaviors and activities that help them reach their goals. Emotional intelligence can provide input into a more thoughtful sales process with improved customer relationships at its epicenter (Borg & Johnston, 2012). Data were collected from 281 sales people in the financial industries in Malaysia via the WLEIS emotional intelligence scale and ADAPTS adaptive selling behaviour scale, and were quantitatively analysed using structural equation modelling (SEM). Note: For a salesperson to be effective, their empathy levels shouldn’t be too low or too high. Integrating emotional intelligence skill training and consultative sales training is a huge advantage over the competitor. They’ll be good at collaborating and cooperating with their peers. The above action steps are simple, but often neglected. I'd like to encourage you to put your health first, practice mindfulness, and empathise more. ��m$m?O��hJ�ԑ\�0�-ñ�J n��������p We posited that the impact of emotional intelligence (EI) on sales performance was mediated by adaptive selling behaviour (ASB). This study explores the relationship between the emotional intelligence of salespeople and salary as a measure of sales performance. How to use Emotional Intelligence in your sales performance development – the challenge for me as a Coach! … Emotional intelligence is essential for successful sales professionals. In this study, we examined the impact of emotional intelligence on sales performance. But every single day, it impacts your performance. Sales reps make 52 phone calls on average each day. Learn how to lead your sales team well with the … The results are made clear in an article written by Jennings and Palmer (2007), titled “Enhancing Sales Performance Through Emotional Intelligence Development”. It’s the ability to identify and understand other people’s emotions, and the desire to respond to them productively. Social skills are the ability to have social awareness, make meaningful connections, build rapport, and maintain relationships over an extended period of time. Your Sales Performance Can Take a Hit with Low EI. The purpose of this thesis is to define this relationship within a qualitative framework by looking specifically at the areas of emotional intelligence and sales performance. 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. 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. 2 0 obj Intuitively this makes sense - positive feelings help us to work more effectively. All Rights Reserved. Emotionally intelligent sales professionals are: Having a high level of emotional intelligence allows a salesperson to sense, understand, and effectively apply the power of their own emotions during interactions with buyers to improve sales rather than derail them. Approximate read time: 3 minutes. Resilient and able to bounce back from setbacks and losses. Further, empathy helps us to sell to our clients' pain points. <> Emotional Intelligence for Sales Leadership. Approximate read time: 3 minutes. Daniel Goleman, the science journalist who introduced the idea of emotional intelligence in the 1960s, divided EQ skills into five categories: Together, these five emotional intelligence skills comprise the building blocks of a healthy, productive approach to life and work. Emotional intelligence, also referred to as Emotional Quotient, is the ability to be aware of one’s own emotions and the emotions of others, and to manage them in a productive and empathetic manner. 3 0 obj 1 0 obj Emotional Intelligence for Sales Leadership: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. Value, what we want from relationships, the jobs we prefer and... Better communication and sales performance remains about the role of emotional intelligence would its. 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