Do You Have An Emotionally Intelligent Sales Culture?

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Posted: April 11, 2012
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Do you have an emotionally intelligent sales culture?  It almost sounds like an oxymoron based on the perception of salespeople and sales teams.  Aren’t the best salespeople hard charging, self-serving and take no prisoner type of personalities? 

The answer is yes and no.  Effective salespeople are competitive and goal oriented.  They are also likeable and good at reading and relating to people.  Salespeople harnessing the power of emotional intelligence know you don’t have to leave bloodied bodies on the way to achieving their sales quota.   

Daniel Goleman defines the framework in his book, Emotional Intelligence, as self-awareness, self management, social awareness, and the ability to manage relationships.  All of these competencies are important for building successful sales cultures.      

For example, let’s look at the emotional intelligent attribute of interpersonal skills.  This EI competency is important in building and maintaining relationships.  Emotionally intelligent salespeople recognize that relationships start at home and build relationships with fellow members on the sales team and other departments. 

A salesperson might close the business; however, there are other departments that help execute the solution.  (Do you really want a salesperson installing that software system?)  

When is the last time that you or your sales team penned a note of thanks to another department, thanking them for their help?  How about showing appreciation for another department that does the “heavy lifting” behind the scenes by hosting a surprise thank you breakfast or lunch?

Now, how does this all add to the bottom line?  It’s a pretty easy formula.  Happy employees create happy customers.   There is an old saying, “You can’t give away something you don’t have.”  And if your team members don’t feel valued and appreciated, there is a good chance that you customers are not going to feel important.  (Anyone been to an airport lately—feel the love?)

Emotionally intelligent sales cultures recognize that sales is not a department.  It requires the efforts of everyone at the company.  Get some EI going in your sales culture because soft skills yield do produce hard sales results.   

Good Selling!
Colleen Stanley