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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About the Author
Table of Contents
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
About the Author 238