What the heck is emotional intelligence and why should sales organizations care?
Dr. Reuven Bar-On defines emotional intelligence as: “…an array of non-cognitive (emotional and social) capabilities, competencies and skills that influence one’s ability to succeed in coping with environmental demands and pressures.” In everyday language, emotional intelligence is typically referred to as “street smarts” or “common sense.” Click here for EI Selling™ workshops Instead of us trying to convince you, we’ll let the research make the business case. • Optimism is an emotional intelligence competency that leads to increased productivity. MetLife selected salespeople on the basis of optimism and they outsold the lower scoring MetLife salespeople by 37%. • American Express put a group of Financial Advisors through three-day emotional awareness training. The following year, the trainees’ sales exceeded untrained colleagues by millions of extra earnings. • In analyzing data from 40 different corporations, the differentiator in star performers and average performers was the leve
