When a high-stress job meets low emotional intelligence (EI), doomsday happens. Just as they were all part of that experience, your product might be the same as everyone else’s. Sign-Up to our Newsletter and Download Mark’s free E-book to get started changing the way you negotiate. Emotional intelligence is crucial factor for organization's performance and growth and plays an important role in performance of today’s competitive organizations. How would implementing this impact your business? “I was living this facade. Unlike other jobs, and given the internal and external social and interactional nature of selling, the sales rep’s role spans many boundaries and can often be one of autonomy – working away from the office – and solitude. From negotiating agreements to our ability to persuade others to providing high value feedback to our colleagues, top professionals masterfully command emotional … Struggling to close that deal? Find your people, keep your people. Yet, despite its much vaunted value, Emotional Intelligence has met with relatively disappointing results in terms of training outcomes and sales practice. If you can understand what makes them different and apply the product to them in a way that shows them you understand them, it makes an impact. Returning to Goleman’s bestselling Emotional Intelligence, one of his founding arguments was that EI had a much greater impact on career success than the traditional selection criterion of IQ. When it does rise dangerously high – as was the case with our sales hero, Willy Loman – claims that Emotional Intelligence will act as a miracle cure are overblown. Being able to connect with current clients and future prospects is key to your success as a sales professional or negotiator. Using a sound psychometric tool such as the MSCEIT makes it feasible to employ EI as a means of selection criterion and career development planning in many sales organizations. Emelia Danquah, a lecturer in Koforidua Polytechnic, Accra, did a research on banking sector. Kim Orlesky—featured in a recent episode of Negotiations Ninja—was in a sales position where she was the only woman among 12 male colleagues. In a world that … She examined the impact of emotional intelligence … The sales function provides management researchers with a wealth of gritty issues. Central to peak performance in sales and business is the understanding of how our emotions and that of our customers influence our ability to execute. How would my product/service help you? In the 1990s, the psychologist Daniel Goleman published a bestselling book – Emotional Intelligence– that was to revolutionize our awareness of emotions throughout the whole spectrum of professional functions, including that of sales. Integrating emotional intelligence skill training and consultative sales training is a huge advantage over the competitor. And it was back in the 50s. Social regulation and social awareness are the final keys to EI. As a business owner or marketer, you’re bound to make a move that doesn’t work … Life of a Salesman – it is perhaps time to re-write that play. We also use third-party cookies that help us analyze and understand how you use this website. Yes, but only indirectly. Willy Loman, the key character, falls victim to exhaustion from sales travelling, unrealistic expectations, and stress that is generated from both under-achieving his targets and conflict within his family. It is mandatory to procure user consent prior to running these cookies on your website. Richard McFarland’s new research (together with research fellows Joseph C. Rode and Tasadduq A. Shervani) takes a different angle and demonstrates that EI can indeed have a positive effect – though under certain conditions. Therefore no value to be perceived from what you’re selling. But how people see the product applied to them will be completely different. The notion of emotional intelligence grew to became commonplace after Daniel Goleman’s best-seller, “ Emotional Intelligence: Why It Can Matter More … Emotional Intelligence (EI), also known as Emotional Quotient (EQ), is the ability to manage one’s emotions Networking and Building Relationships (Part 2) This article is part of a series … Companies that invest in developing and improving sales specific emotional intelligence … But it hasn’t yet finished for the poor sales rep – for on top of “role stress” comes “role conflict” – conflicting demands such as meeting the desires of customers with the desires of the salesperson’s own firm – and “role ambiguity” – the confusion that may exists regarding the sales rep’s job responsibilities and how to fulfill them. This category only includes cookies that ensures basic functionalities and security features of the website. There’s no baseline to help you measure what success looks like. These cookies do not store any personal information. This contingency view of Emotional Intelligence demonstrated that EI was important in work settings, but only under certain conditions – work climate, context, and individual differences all having an effect on the impact of EI. Richard McFarland, Professor at ESSEC Business School and winner of the 2016 Stern Award, puts the research spotlight* on emotional intelligence and its impact on reducing stress-related issues in the sales force. Click on the cover to download the Council on Business & Society White Paper: Health and Healthcare at the Crossroads of Business and Society, Focus on the Council on Business & Society, Bringing Educational Diversity into Business Schools, From the Power of ‘And’ to the New Normal, 5 Ways to Curb Abusive Management Behaviour in the Workplace, Entrepreneurship in Brazil: How to give it pace. The impact of sales-specific emotional intelligence on sales performance can no longer be ignored and is more essential to success in sales than at any point in history. However, Richard McFarland’s research has proven that Emotional Intelligence interventions are indeed likely to be beneficial when high levels of role stress, and role ambiguity in particular, are present. Recently, it has become a bit of a buzz word in human resources departments across the globe but researchers are saying that it is time emotional intelligence … Instead of inundating clients with information, flip the tables and ask targeted questions to find out what’s important to them. And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. So what is emotional intelligence in sales? Other positive outcomes of understanding emotions relate to the ability of a salesperson to adopt multiple perspectives, determine the best emotional state to focus on while interacting with customers, deal with the emotional process generated by shock or refusal, and deal with complex interpersonal situations. Why is that? Extensive research has demonstrated the negative effects of role stress on a number of sales outcomes including emotional exhaustion, customer-oriented behaviors, and sales performance, though in … So eventually I started to ask myself, lCan I connect deeper? These cookies will be stored in your browser only with your consent. S your job to help them reach their objectives s why achieving impact of emotional intelligence in sales success potential in sales be treated the! Collaborate with them and help them reach their objectives connect deeper and improving planning and organizational skills you identify learn. 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