What do you do if your sales coaching lacks emotional intelligence?

As a Sales Coach it is vital that you have an understanding of your own ability to sell. If you can't grasp your own strengths and weaknesses then you are likely to struggle to help others. Sales Coaching isn't about telling others how they should sell something, it's about helping them to understand what works and why.

One of the best assessments to do that is the EQi (Emotional Quotient), which assesses the 15 sub-scales of the Emotional Intelligence

"Listen" and "Silent" use the same letters, but they have different meanings. When you want to listen to someone, it's important to be quiet and not interrupt them. Listen intently and take notes while paraphrasing what the person is saying. Don't finish their sentences, as it can be seen as disrespectful. Keep in mind that we think faster than we speak; we can talk at a rate of 120-150 words per minute, while we think at a rate of 600 to 800 words per minute. Therefore, it's important to free your mind and understand what is being said. Once you have paraphrased, ask questions to dig deeper and gain a better understanding.

Keep in mind the mindset "Show don't tell". That means, if you think that your means lacks emotional intelligence, the first step is to show what EI means (and that goes for example through active listening)

the most helpful comment I've ever heard in relation to listening is to grasp the idea that people generally listen to reply whereas they should listen to understand and then reply. Open questions are great as long as you know how to use them and are prepared to listen to the answers. Listening is how we learn. Listening to the tone of voice added to body language etc will allow you to understand where they are at in their progression and how you can best help the.

Genuine empathy as a sales coach is necessary to fulfil the expectations of both sides. Your natural need to what to learn should be as strong as you ability to teach. There is a huge amount of psychology behind sales and the better you understand it the better you can serve the people you are coaching.

This is so so difficult. You need to gently, and thoughtfully convey issues around emotional intelligence to your trainees. I like to pose hypotheticals, and let the trainee (or user in our case) make the conclusion themselves. For example, you can pose hypotheticals on how a prospect would react if you tried a different tone, and reason through that with your trainee. This helps develop the muscle, and understanding around the EI for this scenario, without coming off as aggressive.

Can't empahsize this enough. We believe in this so much that we went and built a product to get people more practice. Understanding the theory is one thing, but actually putting it into practice is a whole new game. Without simulations, the only way to do that is to get real practice from real customers, even roleplays with your managers won't feel realistic enough.

If your sales coaching lacks emotional intelligence, it's time to recalibrate. Start by enhancing self-awareness, understanding your own emotions and their impact on others. Practice active listening and empathy to connect with your team on a deeper level. Incorporate emotional intelligence training into coaching sessions to develop these essential skills. Foster a supportive environment where emotions are acknowledged and managed constructively. Encourage open communication and feedback to build trust and rapport. Lead by example, demonstrating empathy and emotional resilience in your interactions. By prioritizing emotional intelligence in your sales coaching approach, you'll strengthen relationships and drive better results.