Recipe For Successful Reps = AQ + EQ + IQ

Salespeople are the frontline for any business. As a result, we often most harshly feel any shifts in the market or changes in buyer behaviours.?I had a great conversation with Carly Pledge the other day who introduced me to the concept of AQ, and it compelled me to do some further digging.

If:

• IQ (Intelligence Quotient) measures cognitive intelligence but doesn’t guarantee success in life.

• EQ (Emotional Quotient) assesses emotional intelligence, including self-awareness, impulse management, and empathy.

• AQ (Adversity Quotient) focuses on resilience and adaptability. It reflects how well a person responds to adversity and whether they can exceed expectations or fall short.

AQ refers to an individual's ability to adjust and thrive in the face of change and uncertainty. It's the skills and mindset required to quickly adapt to new situations, learn from experiences and find innovative solutions.

So for sales, it could be categorised as the ability to navigate shifting customer needs, market trends, and emerging technologies with agility and resilience.

Here are key areas AQ measures:

• How does the person act in a challenging situation?
• Do they take control of the issue?
• Can they find the correct source of the problem?
• Do they take full ownership of the situation?
• Do they try to limit the effects of adversity?
• How optimistic are they that the adversity will eventually end?

In sales, where the only constant seems to be change, there is such a fine line between growth and stagnation. By cultivating a growth mindset, staying agile in the face of change, harnessing technology, and committing to continuous learning we can stay on the right side of that line and develop high AQ.

What value do you put on AQ when building your teams??