A lot of people misdiagnose their sales difficulties and work on the wrong issues. They endeavor to enhance their sales results by concentrating on selling skills alone.
Actually: The underlying cause for poor sales execution may not be the individual’s hard skills. It’s frequently connected to the powerlessness to oversee emotions, bringing about a failure to think clearly and respond adequately.
The value of emotional intelligence (EQ) within the sales profession is finally obtaining the popularity it deserves in serving to sales groups accomplish their revenue goals.
Emotional intelligence has been educated and embraced in the executive leadership world for quite a while; be that as it may, sales leaders have not been quick to adopt it. Some hard-charging sales leaders have been hesitant to incorporate soft-skills training in their training programs. They mistakenly think that soft skills produce, well, soft sales results.
A study by Gallup consultants Benson Smith and Tony Rutigliano signified that customer satisfaction and future business is based on an emotional connection with the salesperson. Consumer satisfaction and future business depend on an emotional association with the salesperson.
It’s time for sales managers to challenge their thinking and gain an edge on your unaware, slow-adopting competitors.
HERE ARE THREE EQ ATTRIBUTES THAT WILL ENABLE YOUR SALES TEAM TO OUTFLANK THE COMPETITION
#1: EMOTIONALLY INTELLIGENT SALES CULTURES ARE COMPETITIVE AND COLLABORATIVE.
An excessive number of sales organisations still become tied up with the myth that your best sales representatives are Lone Rangers, high maintainence, and narcissistic. Read that sentence once more. Do these traits depict sales representatives who will take your organization to the next level? Indeed, there is research to help that Lone Ranger sales representatives are effective.
In any case, how are you measuring adequacy? Maybe a couple incredible Lone Rangers can’t and won’t scale an organization. I’ve worked with a large number of GREAT sales representatives; the best ones are both competitive and collaborative.
They realise that the competitor is outside the organisation, not inside.
Emotionally intelligent sales organizations remember it takes a business team to win. They don’t simply talk collaboration, they live it. These groups have interpersonal and social obligation skills — soft skills.
#2: EMOTIONALLY INTELLIGENT SALES CULTURES ARE HIGH IN PERSONAL ACCOUNTABILITY
I am a huge fan of individual accountability because, without it, you end up doling out fault — and rationalizing. Neither one of the actions develops individuals, sales, or revenues.
Soft skills make it easier to achieve difficult sales results.
Personal accountability requires the EQ skills of mindfulness. Mindful sales representatives consider every reason behind their triumphs and failures. You don’t hear things, for example, “I lost because of pricing” or “I’m missing plan since I don’t have better prospects.” High-EQ sales representatives claim the result of the sales call, and of their triumphs and failures.
Personal accountability plus mindfulness is a powerful mixture, creating sales cultures that manage results, not excuses.
#3: EMOTIONALLY INTELLIGENT SALES CULTURES SCORE HIGH IN DELAYED GRATIFICATION
Team players can resist the temptation for a prompt, often smaller, reward keeping in mind the end goal to pick up a bigger one later. This soft-skill likewise is basic to building up your sales grit.
Angela Duckworth, author of the best-selling book Grit: The Power of Passion and Perseverance, cites ground-breaking research that supports the idea that most successful people possess grit. One component of grit is perseverance, which I say is closely related to delayed gratification.
Duckworth shares the story of a conversation with an aspiring entrepreneur, who is tempted to flit from one good idea to another. She said, “There are no shortcuts to excellence. Developing real expertise and figuring out really hard problems take time — longer than most people imagine.”
IN THE FIELD OF SALES, THERE ISN’T ANY SHORTCUT TO EXCELLENCE
So if you want your sales team to crush the competition, start integrating both Sales EQ and Sales IQ into your selling methodology. This effective mix is the way to building a sales team that reliably wins business and outflanks the opposition.
