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You want to understand your sales team's motivations. How can you use emotional intelligence to do that?

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As a sales development leader, you know that your team's performance depends on more than just skills and strategies. You also need to understand what drives them, what challenges them, and what inspires them. That's where emotional intelligence (EI) comes in. EI is the ability to recognize and manage your own and others' emotions, and use them to communicate effectively and build relationships. In this article, you'll learn how to use EI to understand your sales team's motivations, and how to leverage them to boost their engagement, productivity, and results.

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Antonio Torrente Reche

Líder Mundo Proyectos en Leroy Merlín Espa?a | Retail | Business Intelligence | Startups
Raja Shafkat

CastlerCode || Driving innovation in Software Escrow
Aysu Bilgin

LinkedIn Sales Marketing & Branding Consultant | Founder of Suit Your Job | Professional LinkedIn Instructor | Author |…

1 Assess your own EI

Before you can understand your sales team's motivations, you need to understand your own. How well do you know your strengths and weaknesses, your values and goals, your feelings and reactions? How do you cope with stress, feedback, and conflict? How do you influence, motivate, and collaborate with others? To assess your own EI, you can use self-evaluation tools, such as the Emotional Quotient Inventory (EQ-i) or the Mayer-Salovey-Caruso Emotional Intelligence Test (MSCEIT). You can also seek feedback from your peers, managers, and mentors, and reflect on your experiences and outcomes.

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Shiju Thomas

Head of Marketing | MBA || B2B Saas | Payments | eCommerce
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Emotional intelligence (EI) is a crucial aspect of leadership and can have a significant impact on the success of your sales team. As a leader, it is essential to have a good understanding of your own emotions, as well as how they affect your interactions with others. By developing self-awareness, self-regulation, empathy, and social skills, you can create a positive and productive work environment for your team. Additionally, by understanding your own motivations and values, you can align them with those of your sales team, which can lead to increased engagement and motivation among team members.

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2 Observe your sales team's behavior

Once you have a clear picture of your own EI, you can start to observe your sales team's behavior more closely. How do they interact with prospects, customers, and colleagues? How do they handle objections, rejections, and negotiations? How do they express their emotions, needs, and expectations? How do they respond to praise, criticism, and guidance? To observe your sales team's behavior, you can use various methods, such as shadowing, listening to calls, reviewing emails, and analyzing metrics. You can also ask open-ended questions, such as "How do you feel about this deal?" or "What are you most proud of this week?"

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Raja Shafkat

CastlerCode || Driving innovation in Software Escrow
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Understanding your sales team's motivations requires empathy, active listening, and observation. I'll start by having one-on-one conversations to understand their goals, challenges, and what drives them. Paying attention to their body language and tone to gauge their emotional state. Asking open-ended questions and provide a supportive environment where they feel comfortable sharing their thoughts and feelings. Additionally, recognize and acknowledge their achievements to foster a positive emotional connection and motivation within the team.

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Chidinma Nwafor

Business Development || Sales || Strategic Partnerships || Personal Branding || High-Ticket Closer ??
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To understand your sales team's motivations, keenly observe their interactions, listen to their concerns, and empathize with their experiences. For instance, asking about their preferred lead generation approach or what support or resources they feel would enhance their motivation and performance can provide valuable insight into their strengths, interests, and preferred working styles. By creating a supportive atmosphere based on this understanding, you empower them to unleash their full potential.

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3 Listen to your sales team's feedback

Observing your sales team's behavior can give you some clues about their motivations, but it's not enough. You also need to listen to their feedback, and understand what they think and feel about their work, their goals, and their challenges. How do they perceive their role, their value, and their contribution? How do they measure their success, their progress, and their satisfaction? How do they deal with their frustrations, their fears, and their aspirations? To listen to your sales team's feedback, you can use various channels, such as surveys, polls, reviews, and meetings. You can also encourage them to share their opinions, ideas, and suggestions, and acknowledge their input.

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Antonio Torrente Reche

Líder Mundo Proyectos en Leroy Merlín Espa?a | Retail | Business Intelligence | Startups
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Adopta una escucha activa durante las interacciones con tu equipo, mostrando interés en sus preocupaciones y desafíos. Utiliza técnicas como la validación de emociones y la empatía para comprender mejor sus perspectivas. Fomenta un ambiente de confianza y apertura donde los miembros del equipo se sientan cómodos compartiendo sus pensamientos y sentimientos. Organiza sesiones regulares de retroalimentación donde se puedan expresar libremente. Además, involucra a tu equipo en la toma de decisiones y reconoce sus contribuciones. Esto les hará sentirse valorados y motivados para alcanzar los objetivos de ventas. Promueve el trabajo en equipo y celebra los logros colectivos para fortalecer el sentido de pertenencia.

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Aysu Bilgin

LinkedIn Sales Marketing & Branding Consultant | Founder of Suit Your Job | Professional LinkedIn Instructor | Author | Podcaster | Columnist | Digital Branding | Helping high performer companies in their online journey!
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If you're managing a sales team, you already need to have the ability to build deep relationships with people and receive feedback gracefully. When seeking feedback from your sales team, your first priority should be to ensure they feel safe. Your team members may love their job but could be feeling stuck at some point. They might be overly affected by negative outcomes and working with high levels of anxiety about reaching their goals. Assessing the mood within your team, how the workflow is functioning, and the satisfaction they derive from their work will help you develop them with the right motivational sources. My favorite approach is to conduct one-on-one conversations and delve into areas that may be sensitive for them.

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4 Empathize with your sales team's emotions

Listening to your sales team's feedback can help you understand their motivations, but it's not enough. You also need to empathize with their emotions, and show them that you care about their well-being, their growth, and their happiness. How do you validate their feelings, acknowledge their efforts, and celebrate their achievements? How do you support their needs, address their concerns, and resolve their issues? How do you inspire their confidence, enthusiasm, and loyalty? To empathize with your sales team's emotions, you can use various techniques, such as active listening, mirroring, paraphrasing, and expressing gratitude. You can also use positive reinforcement, recognition, and rewards.

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5 Adapt to your sales team's preferences

Empathizing with your sales team's emotions can help you leverage their motivations, but it's not enough. You also need to adapt to their preferences, and tailor your communication, coaching, and leadership style to their personality, learning, and working style. How do you match their pace, tone, and language? How do you align their goals, expectations, and feedback? How do you customize their training, development, and career path? To adapt to your sales team's preferences, you can use various frameworks, such as the DISC model, the VARK model, or the Situational Leadership model. You can also ask for their input, feedback, and preferences, and adjust accordingly.

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6 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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Akhilesh Anjan
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Team itself a motivation and emotion. Observe and allow to explore and adopt the great practice under non micro management.

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You want to understand your sales team's motivations. How can you use emotional intelligence to do that?

1

2

3

4

5

6

1 Assess your own EI

2 Observe your sales team's behavior

3 Listen to your sales team's feedback

4 Empathize with your sales team's emotions

5 Adapt to your sales team's preferences

6 Here’s what else to consider

Sales Development

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You want to understand your sales team's motivations. How can you use emotional intelligence to do that?

1

2

3

4

5

6

1 Assess your own EI

2 Observe your sales team's behavior

3 Listen to your sales team's feedback

4 Empathize with your sales team's emotions

5 Adapt to your sales team's preferences

6 Here’s what else to consider

Sales Development

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