Emotionally Intelligent Sales Cultures: Why EQ Wins Business


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Companies are always looking for ways to grow their top and bottom line. They install cutting edge technology, dollars are invested in research and development and the marketing department is tweeting, hooting and blogging. All good things to do to create sustainable sales growth.

Here’s another area to consider: Create emotionally intelligent sales cultures. Webster’s Dictionary defines culture as a set of shared attitudes, value, goals and practices. A culture determines how you treat your employees, your customers and how you contribute to the community at large.

Emotionally intelligent sales cultures share common traits. They are learning organizations, competitive, collaborative and generous.

A learning organization is one where salespeople are on a journey of personal and professional improvement. In the emotional intelligence world, this is referred to as self actualization.

Emotionally intelligent sales cultures are passionate about sales, their products, service offerings and helping their customers. At a recent sales training kick-off, a very successful CEO said it best. “You know, our customers need a lot of help. And I realized that in order for you to better serve your customers; I needed to invest in sales training. In the end we will all win. We have happy clients, happy salespeople and….a happy CEO.”

Think about your business. Is it the same as it was two years ago? Is it going to be the same one year from now? If you don’t have a culture that embraces learning, you will be left behind. Alvin Toffler, an American author, has a great quote. “The illiterate of the future are not those who cannot read or write. It is those who cannot learn, unlearn and relearn.”

Emotionally intelligent sales cultures value collaboration and teamwork. These organizations realize that it takes a “sales village” to compete in a global environment. Yes, a salesperson might close the business, but there is team for installation, the accounting department invoices the client and customer service provides excellent service after the sale. Everyone is working together to serve the client.

I like to remind clients that there is visible and invisible talent. Make sure you recognize “the behind the curtain” personnel that makes business run. (How many of you have decided not to do business based on the initial response from the person answering the phone?)

Emotionally intelligent cultures are generous. They recognize that to whom much is given, much is expected. I live in Denver, Colorado and each year, like many cities, companies are awarded as one of the best places to work. It is fun to read the reviews about these companies and the many things they do to make their work environment enjoyable.

While many of the companies did different things to hit the ‘fun’ quota, there was a common theme found in the majority of these organizations. They give time and money to philanthropic causes. (Profits plus purpose create a motivating work environment).

Improve your top and bottom line. Work on making your culture more emotionally intelligent. Promote learning, collaboration and generosity.

Good Selling!

Colleen Stanley
President and CSO

Republished with author's permission from original post.

Colleen Stanley
Colleen Stanley is president of SalesLeadership, Inc. a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, emotional intelligence and hiring/selection. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams.


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