Why EQ (Emotional Intelligence) is Important in Sales Today:

Hello, and I am glad you are here. Let me start by saying that there are a lot of pushy salespeople and pushy people in general in today's world. It can make it hard to want to work with some brilliant people that can't get out of their own way. I know this because I was once one of those people.

In the competitive world of sales, you tend to have this sense of what "leadership" is, means and looks like but most of the time, it can't be further from the truth.

What I have seen is that viewpoint comes with a zealous-like control to watch the numbers, to watch every sale, to micromanage their way to success.

And while the team may be successful on a current revenue standpoint or may even be making new records. Underneath the teams' surface, in their hearts, this is even further from the truth and the same can be said of the customers thinking too. Business starts to slow down, customers start to lose interest in the brand, the reps are seen as pushy salespeople, and reps start to lose money.

How do you change this to sustain a business? The answer: EQ (Emotional Intelligence)

Emotional Intelligence has always helped me in ultimately avoiding the outcome of the top situation. For many others this is how they cycle through their teams, their jobs, etc. In today's fast paced landscape, it is easy to lose sight of what we are before we step through the companies' polished doors onto polished floors and that simple fact is that: We are all human. H-U-M-A-N

Part of having EQ is empathy, (ability to put yourself into another person's shoes) which I believe can be a catalyst of growth both for managers and make the overall rep/customer experience better. It's nice to be with someone that is easy going, calm, and not combative or even pushing into a sale.

"I know, I know," there are those people and their coaches that are throwing the stick at me and saying that is no way to run a business but would prefer the latter of running everyone off with their assumptive tactics, overall decreasing the effectiveness of the brand in this area. When the brand decreases in status, customers stop trusting the reps (they never did anyway), when they don't buy from the reps because they don't trust the brand then.... (see the snowball effect here?)

What I have opted out for is EQ Training of my reps. To gauge the emotions of a person, how they feel about certain aspects and to find ways to open the prospect up to the idea of different solutions (that's how you upsell). You don't assume you know how the client is feeling, or what product they want. You ask the right questions and gauge emotions based on their answers.

Further than that, as a manager you should be gauging the emotions of your reps and play to that tune. When you find them tired and a bit drained, you talk to them and get them amped, checking on goals and setting new ones. When you find them reluctant and unmotivated (as we all get), you throw them Redbull and get their insight to how to do better business and how to get into the marketplace to the right people.

It's time to self-promote and promote your peers to your level. Give them your ear, your time, your attention (put the phone down), your awareness, and your considerations. They'll pass that to your client base and the rewards are not just eternally compensating but give a financial reward in winning more sales and a more satisfied client base. A more satisfied client base leads to a stronger brand representation, stronger brand means more trust, more trust means more sales, more sales means.... (See the snowball effect here) ;)

That's it for now, until next time.

Bryan