Boosting Sales with Emotional Intelligence

Emotional Intelligence (EQ for short) continues to be among the most popular topics with those responsible for improving individual and organizational performance. HR executives in particular are motivated by research showing that EQ programs have measurably improved sales productivity, recruiting efforts and managerial performance. 
A new sales & EQ whitepaper from Strategic Learning takes a further look at emotional intelligence and sales. It proposes that the all-to-common shortfall between actual on-the-job performance and expected performance is significantly due to a lack of EQ skills.

And while EQ has been the subject of much debate and study, Strategic Learning’s whitepaper is an interesting look at common sales performance issues including four specific steps for developing EQ in the sales setting:

  • Developing awareness of emotions “in the moment”
  • Managing emotion and developing “emotional muscle” to enhance effectiveness
  • Sensing and responding to non-verbal customer signals
  • Integrating emotional awareness with authentic behavior

A free copy of the Developing Emotional Intelligence in Sales whitepaper is available as an immediate PDF download. More information about Strategic Learning is available at

More Emotional Intelligence Resources

TRACOM offers a variety of other EQ resources including a description of the EQ Model first explored by Daniel Goleman, a summary of research on EQ’s workplace impact and a free, on-demand EQ webinar. Access these and other EQ tools now.



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