Does Your Sales Manager Training Program Address Emotional Intelligence?

BY Tim Londergan
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Employee turnover happens. It is an inevitable part of business. Sometimes, it works to the benefit of the organization. In the case of a toxic employee or an unfortunate hiring decision, the departure of the employee is a blessing. Other times, good workers choose to leave because they can no longer tolerate the work environment. Unfortunately, well-​trained, productive salespeople leave because they can no longer endure their sales manager. Every successful sales manager training program will address the issue of employee turnover and retention. Looking at the relationship between emotional intelligence and staff turnover may be the solution.

Among all the positive traits that effective leaders bring to the workplace, research has revealed an attribute that is more reliable in predicting overall success than our intelligence quotient (IQ) – our emotional intelligence (EI).” This is how Ottawa University introduces their Master of Arts In Leadership degree program. By now, the majority of leaders have bought into the concept of emotional intelligence. But how can it be carried into a sales manager training program in a way that makes a difference?

Resolve conflicts

Emotional intelligence (EI) is defined as the capacity to recognize and effectively manage personal emotions in ourselves and in others. Sales managers must oversee a community of dissimilar individuals in situations where emotions can be intense. EI is essential to conflict management in the workplace. Having the ability to help others through tense situations and bring disagreements into the open is a valuable skill. A sales manager training program that encourages leaders to become the team’s emotional guide and to act as a beacon of clarity will improve the work environment at your organization. The goal is to create an environment where each team member can develop their individual EI.

Five keys to emotional intelligence

According to Daniel Goleman, an American psychologist and author of the groundbreaking book, “Emotional Intelligence,” EI has five key elements that, when managed, help leaders attain a higher level of emotional intelligence.

Self-​Awareness — The ability to recognize and understand personal moods and emotions and drives”

Self-​Regulation — The ability to control or redirect disruptive impulses and moods”

Internal Motivation — A passion to work for internal reasons that go beyond money and status”

Empathy — The ability to understand the emotional makeup of other people”

Social Skills — Proficiency in managing relationships and building networks, and an ability to find common ground and build rapport”

Reduce turnover

Total harmony in a sales organization may be too much to ask. However, an effective and emotionally intelligent sales manager can reduce turnover on the sales team. EI can thrive when trust grows among members. As team members increase trust, a sense of group identity and a common purpose often emerges. Helping others to develop emotional intelligence is a step in the right direction. Humans are hard-​wired for social interaction and emotional response. When people feel valued and recognized for their contributions, they are less likely to leave their jobs. Incorporating emotional intelligence into a sales manager training program can be a game-​changing solution for excessive employee turnover.

Photo by Jornada Produtora on Unsplash