Emotional Literacy: The Most Underrated Leadership Skill in Sales

This article is part of the?High Performance Sales Leadership series, where I publish tried, tested, and proven strategies on how to thrive as a B2B sales manager. Subscribe here and follow me to read upcoming newsletters.

Sophia, a sales manager at a leading software company, starts her day at 6:00 AM with an energizing morning run. Following a quick shower and a nourishing breakfast, she shares a lighthearted conversation with her husband before reviewing her schedule and prepping for the day ahead.

In contrast, Mark, also a sales manager at the same company, struggles to get out of bed. After hitting snooze several times, he rushes through a quick shower. His morning continues with an argument with his wife over breakfast, leaving him feeling angry as he runs late for his first meeting.

Considering these two scenarios, which sales manager is likely to have a more productive day?

You might think that Sophia, with her positive start, is set up for success, while Mark is in for an uphill battle.?In reality, Mark—despite his challenging morning—can?still turn his day around if he masters one critical skill: emotional literacy.

Why Care About Emotional Literacy?

It may be tempting to dismiss emotions as irrelevant in the cut-and-thrust world of sales. The excitement of closing a big deal, the stress of meeting a tight deadline, or the frustration of a lost opportunity might seem like side effects of the job.

Yet, dismissing these emotions is like ignoring a flashing warning light in your car—it doesn't fix the problem, but rather sets the stage for a more serious issue down the road.

Emotional literacy—the ability to recognize, understand, and regulate one's emotions—is fundamental to effective leadership. A sales manager who ignores emotions—their own and their team's—is like a captain navigating without a compass. They are likely to miss critical cues, which can negatively impact both individual and team performance.

Emotional literacy goes beyond preventing problems; it empowers sales managers to leverage emotions effectively, transforming them into key drivers of engagement, motivation, and performance.

This capability not only enhances their own leadership but also drives better outcomes by creating an environment where team members feel valued and appreciated, leading to increased job satisfaction and productivity.

How to Master Emotional Literacy:

The “How We Feel“ App created by Dr. Marc Brackett (author of ’Permission to Feel’) is an invaluable tool in developing emotional literacy.?

This free app, created by a team of scientists, designers, engineers, and therapists, helps users gain a deeper understanding of their emotions and provides strategies for managing them effectively in real time.

In essence, it utilizes a color-coded chart—called the Mood Meter—that maps emotions according to two main dimensions: energy and pleasantness. The vertical axis measures energy levels (from low to high), while the horizontal axis indicates pleasantness (also moving from low to high).

This results in 4?quadrants: the red quadrant (high energy, low pleasantness), the blue quadrant (low energy, low pleasantness), the yellow quadrant (high energy, high pleasantness), and the green quadrant (low energy, high pleasantness).

For instance, consider Mark’s challenging morning which left him feeling angry—an emotion that would fall?into the high-energy, low pleasantness red quadrant of the Mood Meter. Recognizing this, he might engage in a quick breathing exercise or use other strategies suggested by the app to change his emotional state.?

This shift is likely to improve his leadership effectiveness—enabling him to start his workday with a constructive mindset and ensuring his initial anger does not impact his interactions and overall performance.

With practice, managing his emotions will become second nature for Mark, allowing him to routinely monitor and adjust his emotional state. This skill will not only boost Mark’s personal well-being but also enhance his ability to lead with greater impact.

Conclusion - Next Steps:

Emotional literacy is far from a fuzzy concept—it’s a scientifically validated leadership skill with a proven impact on both individual and team success. By integrating the “How We Feel” App into your leadership toolbox, you can create a work environment that enhances productivity while also supporting mental and emotional well-being.?

Begin by downloading the free app to start tracking your emotions. Learn what triggers them, explore evidence-based regulation strategies, and identify recurring patterns.?

Then, share the app with your team and observe as it transforms not just your workday, but your entire team's productivity and effectiveness.

P.S.?–?Whenever you are ready... here are 3 ways I can help you accelerate to your next level of performance &?success:

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