Training Self Awareness

[sami]

Over time, these little changes will produce big payoffs.

Pipeline building is the foundation of success for your sales team, and it all comes down to making just one more call.

Selling Competencies
One of the most important selling competencies is “Becoming Emotionally Involved.” Beginning in 1990, the term and definition of Emotional Intelligence (EI), or becoming emotionally involved, began to gain the respect it deserves today. So why is Emotional Intelligence relevant to those of us in the sales profession? It’s relevant because it’s one of the most important foundational skills/ competencies needed to improving sales results. By improving your Emotional Intelligence (wisdom), you dramatically improve your selling success.

EI also impacts the majority of the 21 Sales Competencies. By mastering the Sales Competency called Emotional Intelligence, you can improve these specific Sales Competencies:

Goals, Has a Positive Attitude, Takes Responsibility, Strong Self spam database Confidence, Does Not Need Approval, Recovers From Rejection, Attitude, Comfortable Talking About Money, Supportive Buy Cycle, Reaches Decision Makers, Effective Listening & Questioning, Uncovers Actual Budgets, Early Bonding & Rapport, Discovering Why Prospects Buy, Qualifies Quotes & Proposals, and Gets Commitments & Decisions.


The question then is why don’t more sales organizations concentrate on improving this one critical area of sales development? My own research indicates it’s because many organizations don’t understand two things. First, they don’t know how to correctly measure and improve this critical selling strength. Second, most organizations don’t know the importance of Emotional Intelligence on sales results.

We look at five areas of Emotional Intelligence and compare the results to the mean and standard deviation in areas such as self awareness, self regulation, motivation, empathy, and social skills.