|
|
Like this article? PLEASE +1 it! |  |
|
Sales and emotional intelligence
| Guest post by: Sue Barrett |
Article Overview: The "gender" discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And this is causing sighing and forelock tugging in some male circles. "Not another feminist on her soap box" or "all men are useless" I hear some say.
 |
Free Download - How Your Procurement Practices Affect Your Sales and Brand By Sue Barrett |
Sales and emotional intelligence
The "gender" discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And this is causing sighing and forelock tugging in some male circles. "Not another feminist on her soap box" or "all men are useless" I hear some say.
As stated previously, my approach is not to denigrate men or idolise women, but to bring you information and findings that give you food for thought to help you make decisions so that you can be more successful at what you choose to do (as long as you don't hurt yourself or anyone else in the process, as my mother would say).
So let's put this gender issue into perspective. We all would be mistaken to assume gender is the single distinguishing factor in anything except pregnancy and childbirth. What we are finding is the research is highlighting that women are bringing certain qualities and skills they use in other aspects of their lives to the world of business and, in particular, sales.
And what we are finding is whatever they are doing is working better than previous initiatives, especially now the landscape of sales is changing so markedly. The qualities these women exhibit are not the exclusive domain of women; they can be and are modeled by men as well. It's just that this has been done at an unconscious level to date, with little if any recognition by management.
What these women and others like them are showing is that they are using higher levels of "emotional Intelligence" (EI).
Research into competencies of highly effective salespeople have generally identified three or four broad categories; Selling skills, General management or Business skills, Technical skills and Interpersonal skills, and more recently, EI.
Interpersonal skills were historically identified as an important category of competencies needed by highly effective salespeople. Their importance reflects the significant contribution of the salesperson's ability to form and develop a relationship with their client to creating a profitable and productive relationship for both parties. Emotional intelligence is a psychologically more complex process than Interpersonal skills, involving a deeper process of analysing, reasoning and responding.
Our own research, involving over 300 interviews coupled with research findings from Australia and overseas, has found that superior performing salespeople and managers demonstrate greater use of competencies related to the use of EI. They display well developed self-awareness, self regulation, motivation, empathy and social skills.
A recent Australian study conducted by Genos also found that sales performance and EI are positively related. What was even more exciting was that they showed that EI can be learned and developed in people. (An 18% increase in EI for the managers and sales representatives that participated in the learning and development program).
And furthermore, developing the EI of sales professionals and managers results in greater sales returns. The Australian pharmaceutical company who put their sales managers and sales representatives through an EI sales development program found that the program has so far returned $6 for every $1 invested over a six month period.
These EI qualities are being used by high performers despite current management practices in most cases, however if raised to a conscious level and recognised for the value they bring to people, business, customers etc, then they can be selected in and/or trained and developed in people (men and women alike) to use effectively and purposefully in the workplace (and beyond).
If you are still not convinced consider this:
- "Buyers do not buy products, services, or ideas; they buy states. Buyers buy emotion." - George Ludwig, former National Sales Director for Johnson & Johnson (USA)
- "Emotions are part of the total communications experience, and they must be acknowledged." - Janelle Barlow & Dianna Maul, Emotional Value: Creating strong bonds with your customers
- "Partnerships will never work if they are forced. It is important to provide ‘friendly' service; however, organisations pull the legs out from under ‘friendliness' by too tightly scripting the experience." - Janelle Barlow & Dianna Maul, Emotional Value: Creating strong bonds with your customers
Remember everybody lives by selling something.
Related Articles
Hiring and Promoting Emotional Intelligence
Leading companies “mining” workforce for emotional intelligence
The Buzz About Emotional Intelligence
How Does Working With Emotional Intelligence Help Us In Daily Life?
3 Ways To Improve Your Emotional Intelligence
Article Tags: business skills, circles, competencies, decisions, emotional intelligence, feminist, food for thought, gender issue, general management, initiatives, interpersonal skills, landscape, perspective, pregnancy and childbirth, project articles, salespeople, soap box, unconscious level, woman project
|
About the Author: Sue Barrett RSS for Sue's articles - Visit Sue's website Sue is one of the leading voices commenting on sales today. Sue has a unique way of getting to the heart of the matter - she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business commentators. Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities has audience members and readers leaving with a stronger understanding of "self" and how they can begin to achieve excellence through purposeful action. Presenting and writing on a wide range of topics about the world of 21st Century selling Sue's presentations and articles include sales philosophy and culture, sales leadership and coaching, sales training, selling skills, resilience, neuroscience in selling and more. Sue's articles are some of the most widely read in Australia and she is gaining a following overseas as well. Besides publishing on Barrett Sales Blog site, Sue has been the lead sales writer for www.smartcompany.com.au since 2007, and is also regularly published on other highly regarded publications such as Australian Anthill Magazine, Niche Magazine, Marketing Mag, Business Chicks, and Business Deals. Click here to visit Sue's website   Same Same but Different Getting back to sales basics How can we learn from our best sales performers Why Sales Managers need to work on the business not just in the business Selling and managing are not the same |
Related Forum Posts
Email marketing system
- Hi Louis - as discussed at our last meeting, the company which contacted me regarding their email marketing system and said that they did not require a double opt in was Got.
The direct contact was:
Maxine Grossman | maxine@gotcorp.com
Dir. Channel Sales
Tel: 514-282-0595 ext. 233 | Fax: 514-282-1908
permission | relevance | intelligence
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: WHAT BRINGS TEARS TO YOUR EYES ????
- Just one mans opinion . . . .
Tears and talking out loud with yourself will lighten your mental pain. Tears,like laughter, are an emotional release...It is not a sign of weakness.
Tears, Laughter and screams are simply emotional safety valves. They keep you mentally fit so you could move forward . . . one day at a time.
Barry
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: WHAT BRINGS TEARS TO YOUR EYES ????
- Does getting emotional ever get in your way ? Did it ever hurt a business decision?
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Smart & Simple Internet Techniques
Gas bills go up by 18% can we take any more
10 Golden rules to survive the Global Crisis
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.