Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

by Colleen Stanley


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Develop the critical soft skills required for high-performance sales…

Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads.

The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.

Emotional Intelligence for Sales Leadership:

  • Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team.
  • Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills.
  • Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams.
  • Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.

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Product Details

ISBN-13: 9781400217724
Publisher: HarperCollins Leadership
Publication date: 06/16/2020
Pages: 256
Sales rank: 576,318
Product dimensions: 5.40(w) x 8.30(h) x 0.70(d)

About the Author

Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Salesforce named Colleen as one of the top sales influencers of the 21st century and she's also been named as one of the Top 30 Global Sales Gurus to follow. When she isn't speaking, teaching, or consulting, she enjoys hiking in the beautiful foothills of Denver, Colorado, with her husband Jim.

Table of Contents

Acknowledgments xi

Introduction: Why Emotional intelligence Matters in Building High-Performance Sales Organizations xiii

Part I It's Time for a New Sales Leadership Perspective 1

Chapter 1 Welcome to an Emotionally Intelligent Sales Team and Meeting 3

Chapter 2 It All Starts with You 7

Part II Get This Right or Nothing Else Matters-Hire for Sales EQ 17

Chapter 3 Sales Draft Day 19

Chapter 4 Marshmallow Grabbers and Cookie Monsters 28

Chapter 5 Passion, Perseverance, and Sales Performance 35

Chapter 6 Assertiveness and Sales Results 51

Chapter 7 Are You Hiring a Learner or a Laggard? 60

Chapter 8 IS Your New Sales Hire Coachable? 66

Chapter 9 Necessary Endings 73

Part III What They Don't Teach You at "Traditional" Sales Management School 81

Chapter 10 The Soft Skills, the Emotional Intelligence Skills of Effective Sales Leadership 83

Chapter 11 Emotion Management and Sales Effectiveness 88

Chapter 12 Empathy and Influence 101

Chapter 13 What Do Your Salespeople Believe? 114

Chapter 14 You Don't Make Mistakes. Mistakes Make You 132

Chapter 15 Stress, Sates, Success, and Satisfaction 143

Chapter 16 Focus: Be Here Now 155

Chapter 17 It's Time to Teach Time Management 162

Part IV It's Back to You 177

Chapter 18 The Sales EQ and Sates IQ of Teaching and Coaching 179

Chapter 19 The Neuroscience of Teaching and Coaching 199

Chapter 20 Sates is Not a Department 213

Chapter 21 Are You Running Fake Sales Meetings? 221

Chapter 22 What Will You Do? 227

Index 229

About the Author 238

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