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Last updated on 2024年6月20日

Here's how you can enhance your understanding and support of your team members using emotional intelligence.

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In outside sales, one of the most critical skills you can develop is emotional intelligence (EI). It's the ability to understand and manage your own emotions, as well as recognize and influence the emotions of those around you. As a sales leader, harnessing EI can transform your team's dynamic, foster a positive work environment, and ultimately drive better results. By enhancing your emotional intelligence, you can better support your team members, leading to improved communication, increased morale, and a more successful sales force.

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Joshua Kleiman

Charter Communications | Residential Market Development

1 EI Basics

Emotional intelligence is composed of four core skills: self-awareness, self-management, social awareness, and relationship management. As a sales leader, practicing self-awareness allows you to understand your emotional triggers and how they affect your interactions with your team. Self-management involves controlling your emotions and adapting to changing circumstances, ensuring you can lead by example even under stress. Social awareness is about recognizing the emotions of team members and understanding their perspectives, which is vital in a client-facing role like outside sales. Finally, relationship management is the ability to inspire, influence, and develop others while managing conflict, an indispensable skill for any leader.

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Wamithu Mbugua

Visual Merchandiser at Levi's? Footwear & Accessories
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You have to believe in yourself and managed and composed yourself to the core of your professional you are aware of the society and it surrounding

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Zachary Ribic

Key Account Manager at FPT Software
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To be an effective leader or team member, it is essential to understand the mechanisms that evoke impulsive responses or behavior. Additionally, one must comprehend team dynamics and boundaries. I take a few moments each day to reflect on recent events. I consider what worked well and what I could have done to achieve a more favorable outcome. I observe myself from a third-person perspective, often through the eyes of other team members. I assess alternative ways to address issues and their potential outcomes. I validate my preferred approach through brief discussions with mentors before finally implementing corrective actions. The iterative approach visualises the ownership of each decision and will to improve.

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2 Active Listening

Active listening is a fundamental aspect of emotional intelligence that involves fully concentrating, understanding, responding, and then remembering what is being said. In outside sales, this skill is crucial not just in client interactions but also in supporting your team. By actively listening to your team members, you show that you value their input and care about their concerns. This fosters trust and openness within the team, allowing for more effective collaboration and problem-solving. Encourage your team to practice active listening with clients and each other to enhance communication and build stronger relationships.

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Manuel Ignacio Contreras Paez

Powering the World's First Knowledge Marketplace | Business Developer | Co-Founder @Aparkate App | Top Voice in International Sales | UADE Hub Ambassador | Negotiation & Strategic Leadership
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Interesarse genuinamente en las personas requiere la correcta autogestión y la práctica de la escucha activa. Aquí hay algunas claves: 1. Elimina prejuicios: Reconoce y pon a un lado tus ideas preconcebidas para entender mejor a la otra persona. 2. Recuerda detalles: Presta atención a los peque?os detalles de la conversación. 3. Contacto visual: Mantén un contacto visual amigable, sin intimidar. 4. Haz preguntas: Demuestra tu interés y profundiza en los temas. 5. Crea espacio para la escucha:Permite que la otra persona se exprese completamente.

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Paulo Brenha

Estratégia de Vendas | Gente & Gest?o | Gest?o de Negócios | Gest?o de Distribuidores | KAM | Gerente Regional | Gerente Nacional | | Top 9 Influencer do Varejo no Brasil |
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A inteligência emocional em lideran?a de vendas se baseia em quatro habilidades: autoconhecimento (entender seus próprios gatilhos emocionais), autogest?o (controlar e adaptar suas emo??es), consciência social (reconhecer emo??es dos outros) e gest?o de relacionamentos (inspirar e desenvolver a equipe, gerenciar conflitos). Essas habilidades s?o essenciais para liderar com eficácia e alcan?ar sucesso em vendas.

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3 Empathy Exercise

Empathy, the ability to understand and share the feelings of another, is at the heart of emotional intelligence. In outside sales, empathizing with your team can lead to a deeper connection and improved motivation. To exercise empathy, put yourself in your team members' shoes during their client interactions and the challenges they face in the field. This understanding can help you provide more targeted support and guidance. Additionally, showing empathy can encourage team members to be more empathetic with clients, potentially leading to better sales outcomes.

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Paulo Brenha

Estratégia de Vendas | Gente & Gest?o | Gest?o de Negócios | Gest?o de Distribuidores | KAM | Gerente Regional | Gerente Nacional | | Top 9 Influencer do Varejo no Brasil |
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A empatia é crucial na inteligência emocional, permitindo entender e compartilhar sentimentos. Em vendas externas, ser empático com sua equipe fortalece conex?es e motiva. Colocar-se no lugar da equipe ajuda a oferecer suporte mais eficaz. Demonstrar empatia também incentiva a equipe a ser mais empática com os clientes, melhorando os resultados de vendas.

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4 Feedback Culture

Creating a culture where feedback is regularly given and received can significantly boost your team's emotional intelligence. In outside sales, feedback helps refine strategies and improve client interactions. Encourage open and constructive feedback within your team, focusing on specific behaviors rather than personal attributes. This approach not only helps in personal development but also strengthens team bonds as it relies on trust and mutual respect. Remember that feedback should be a two-way street; be open to receiving feedback from your team as well to demonstrate your commitment to growth and improvement.

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Manuel Ignacio Contreras Paez

Powering the World's First Knowledge Marketplace | Business Developer | Co-Founder @Aparkate App | Top Voice in International Sales | UADE Hub Ambassador | Negotiation & Strategic Leadership
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Si no es un rasgo de la cultura ya implantada en tu organización, vamos a tener que trabajar en ello. El poder y la cultura de retroalimentación en equipos de venta es un arma poderosa. No solo abre un rango inimaginable de posibilidades de nuevos acercamientos, agilidades, preguntas y, sobre todo, confianza que va a desarrollar la persona por este tipo de espacios. Para crear este ambiente, primero hay que establecer confianza y comunicación entre los miembros del equipo, dando espacio a la crítica y apoyo constructivo. Fomenta un entorno donde todos puedan aprender y crecer juntos. Recuerda: "La fuerza de la manada está en el lobo, y la fuerza del lobo está en la manada."

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Paulo Brenha

Estratégia de Vendas | Gente & Gest?o | Gest?o de Negócios | Gest?o de Distribuidores | KAM | Gerente Regional | Gerente Nacional | | Top 9 Influencer do Varejo no Brasil |
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Estabelecer uma cultura de feedback regular melhora a inteligência emocional da equipe. No campo de vendas, o feedback refina estratégias e melhora as intera??es com clientes. Incentive feedback aberto e construtivo, focando em comportamentos específicos. Isso promove desenvolvimento pessoal e fortalece os la?os da equipe com confian?a e respeito. Receber feedback também demonstra compromisso com o crescimento e a melhoria contínua.

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5 Emotional Coaching

Emotional coaching involves guiding your team through their emotional responses and helping them understand the impact of their emotions on their work. In outside sales, where pressure and rejection are common, emotional coaching can help your team members manage stress and bounce back from setbacks. Teach them techniques for emotional regulation, such as deep breathing or positive reframing, to maintain their composure in high-stakes situations. By coaching your team through emotional challenges, you'll help them develop resilience and a more positive mindset.

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Joshua Kleiman

Charter Communications | Residential Market Development
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This is one of the first subjects that I broach with new hires, especially those that lack sales experience. I always preach the importance of not letting yourself get too high or too low. You're going to have great days/weeks/months and you're going to have outright awful ones. It's important to take a step back and evaluate accomplishments and shortcomings as a whole, rather than focus too much on individual incidents.

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Manuel Ignacio Contreras Paez

Powering the World's First Knowledge Marketplace | Business Developer | Co-Founder @Aparkate App | Top Voice in International Sales | UADE Hub Ambassador | Negotiation & Strategic Leadership
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Humanidad con acompa?amiento. Todos necesitamos una referencia a quien seguir en los equipos y, a veces, como líderes, nuestro trabajo se duplica. Entender y mostrar a tu equipo las emociones que van a experimentar y cómo sobrepasarlas con la intención de acompa?arlos, y sobre todo, llegar a conectar con la emoción en nuestro propio momento, nos otorga un nivel de humanidad que nos permite guiar con genuina intención a tu equipo hacia la victoria.

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6 Team Bonding

Team bonding activities can enhance emotional intelligence by building trust and improving interpersonal relationships within your team. In outside sales, where team members often work independently, it is especially important to create opportunities for them to connect on a personal level. Organize regular team meetings or social events where they can share experiences and learn from one another. These gatherings can also serve as a platform for discussing emotional challenges and successes in the field, further developing the team's collective EI.

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Manuel Ignacio Contreras Paez

Powering the World's First Knowledge Marketplace | Business Developer | Co-Founder @Aparkate App | Top Voice in International Sales | UADE Hub Ambassador | Negotiation & Strategic Leadership
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La clave para la seguridad del equipo es la honestidad. El equipo es nuestro abrazo, seguridad, conversación y resolución de problemas. Es nuestro "safe place." Crear un vínculo y relacionamiento de manada entre los miembros generará un nivel de apoyo y seguridad en el vendedor que no te imaginas a largo plazo. Siempre entrega límites, porque al final estamos por un objetivo, pero saber que vas a tener con quién reír y resolver hace el día más ligero. "Un equipo fuerte se construye con confianza y apoyo mutuo."

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can enhance your understanding and support of your team members using emotional intelligence.

1

2

3

4

5

6

7

1 EI Basics

2 Active Listening

3 Empathy Exercise

4 Feedback Culture

5 Emotional Coaching

6 Team Bonding

7 Here’s what else to consider

Outside Sales

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Here's how you can enhance your understanding and support of your team members using emotional intelligence.

1

2

3

4

5

6

7

1 EI Basics

2 Active Listening

3 Empathy Exercise

4 Feedback Culture

5 Emotional Coaching

6 Team Bonding

7 Here’s what else to consider

Outside Sales

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感谢您的反馈

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