Emotionally Intelligent Sales Professionals Outperform Their Peers Who Lack EQ

Emotional intelligence (EQ) has been proven to be a critical component of personal and professional success. Yet, many organizations neglect the development of EQ skills in their sales teams.

EQ refers to the ability to understand and manage one's own emotions, as well as others. Daniel Goleman divided EQ skills into five categories: self-awareness, self-regulation, social skills, empathy, and motivation. These skills form the foundation of a healthy and productive approach to life and work.

Studies have shown that emotionally intelligent sales professionals outperform their peers who lack EQ. Self-awareness, self-regulation, social skills, empathy, and motivation are the five components of EQ that affect sales performance.

• A self-aware salesperson is better able to manage their emotions and time.
• Self-regulation enables sales reps to control their impulses and emotions.
• Salespeople with strong social skills are successful at prospecting and collaborating with their peers.
• Empathy allows reps to understand the customer's emotions, which helps them provide better solutions.
• Motivated salespeople are more productive, resilient, and proactive in reaching their goals.

EQ can be taught and developed, and emotionally intelligent sales professionals are aware of their strengths and weaknesses, resilient, assertive, eager to learn, and capable of generating their motivation. EQ allows salespeople to understand and effectively apply their emotions to improve sales and avoid distractions.

Here are six quotes and examples of how moving your focus toward improving EQ can support revenue growth and retention:

1. "Emotional intelligence in sales has been shown to increase productivity and customer satisfaction." - According to a study published in the Journal of Personal Selling & Sales Management, sales professionals with higher EQ scores tend to have higher productivity levels, generate more sales leads, and earn higher customer satisfaction scores.
2. "Emotional intelligence improves the customer experience." - When sales professionals can effectively manage their own emotions and empathize with the customer's situation, they are better equipped to provide a positive customer experience. By understanding the customer's needs and pain points, they can offer tailored solutions that meet their needs, build trust, and improve customer loyalty.
3. "Emotional intelligence can help sales professionals handle challenging situations." - In sales, it's common to face rejections, objections, and difficult conversations. Emotionally intelligent sales professionals are better equipped to handle these situations with grace and composure, as they have the ability to regulate their emotions and respond in a professional manner. As a result, they are more likely to turn challenging situations into positive outcomes.
4. "Emotional intelligence helps sales professionals build long-term relationships." - According to a study by the University of California, Riverside, sales professionals who have high levels of emotional intelligence are better at building relationships with their customers and maintaining these relationships over time. This is because they are able to connect with the customer on an emotional level, understand their needs, and provide relevant solutions.
5. "Emotional intelligence can be developed with training and practice." - Unlike intelligence quotient (IQ), emotional intelligence can be developed through training and practice. Sales organizations can provide their sales teams with training programs to develop their EQ skills, such as active listening, empathy, and emotional regulation. With regular practice, sales professionals can improve their EQ and increase their sales performance.
6. "Emotional intelligence is a key predictor of sales success." - According to a study by TalentSmart, emotional intelligence is a strong predictor of sales performance. Sales professionals with high EQ scores are more successful at selling, as they are better at building relationships, handling objections, and closing deals.

Organizations can help their sales teams increase their emotional intelligence by providing training and coaching. Investing now in the development of EQ skills across the sales team can have a significant impact on sales performance and is a crucial component of success.

Want to learn with me from the best and brightest in revenue growth and retention? Tune in to our latest interviews with revenue leaders and practitioners on the B2B EQ Podcast.