For years, people have taught that a person’s intellectual intelligence is the greatest predictor of success. In the past 10 years, however, researchers have found that this isn’t necessarily the case – that in actuality, a person’s emotional intelligence quotient (EQ) might be a greater predictor of success than his IQ. What is emotional intelligence? When Drs. Mayer, Ph.D., and Salovey, Ph.D., introduced the term “emotional intelligence”, they used the term to describe a person’s ability
to understand personal emotions and the emotions of others and to act appropriately based on this understanding.
Deborah J Barratt in her book “Leadership Communications” comments as follows: “Emotional Intelligence (EI) is the capacity to understand your own emotions and those of other people”. She goes on to say that emotions are contagious and that research has shown that emotions have a 50-70% impact on the workplace culture and this influences 20-30% of business performance. EI is the single most influential factor that sets apart top leadership from low level performers. So focusing on developing these attributes can not only improve your communications but your career prospects.
So what are these attributes and is it worth identifying areas to work on?
There are 7 attributes of Emotional Intelligence and a combination of skills that can be learned (Communication, Interpersonal; and Social Skills) and intrinsic aspects to what makes us who we are (Self Awareness , Social Awareness, Self Management and Personal Motivation). Some of us have more insight into these than others.
All of these can be worked on. Skills can be learned and the more insight we have into our intrinsic values and behaviours the more consciously we are able to deal with situations differently. What is your EQ score?
So Why Bother?
Well what ever our roles we are all in the sales business in every aspect of our lives. Presenting ourselves at interviews, meetings, at parties. Being an ambassador for our team, our work, our company or presenting the credentials and success of our projects. Even at home we need to put the best foot forward for our children when we want them to get into that school or that play!
So what if any are common elements?
People Buy from People, especially People they know or like and definitely People pay attention to people who they believe have something important to say to them. People buy and pay attention for their reasons, not ours . So how well do you communicate your message and do you establish rapport early on. Do you understand how you affect others and how best to respond to the needs of the others?
Stephen Covey, in his book The 8th Habit, discusses a poll of 23,000 employees from various companies and a diverse range of industries. The findings were shocking:
Only 37 % had a clear understanding of what their organization was aiming to achieve
Only 20% were enthusiastic about their team’s and their organization’s goals
Only 20% understood how their tasks contributed to the organization’s goals
Only 20% fully trusted the organization they worked for
Only 15% felt that their organization enabled them to contribute to the key goals
Covey made the impact of this much clearer by using a football metaphor. He said: “If, say, a soccer team had these same scores, only 4 of the 11 players on the field would know which goal is theirs. Only 2 of the 11 would care. Only 2 of the 11 would know what position they play and know exactly what they are supposed to do. And all but 2 players would, in some way, be competing against their own team members rather than the opponent.”
This shocking data illustrates the impact of poor communication.
If the same survey was run in your organisation or worse still in your team would the results be any different?
IMX (InnerMetrix) makes the world-breaking science research created by Robert S Hartmann available to us in our everyday . Those questions that drive our own personal success, motivates others and ultimately drives performance and profits in business.
“How can I build better relationships? What Really Drives my Performance? How can I identify what I am really good at? What are my natural talents ? How can I get the best from my team?”
The science of formal axiology, developed by Robert S. Hartman, provides rational answers. Our values are the keys to our personalities, to self-knowledge, and to understanding others. The Hartman Value Profile discloses our underlying values and our personalities. It is immensely useful in psychology, counseling, psychotherapy, business consulting, employer-employee relations, ethics, religion, and everywhere that values matter.
To find out more about where how your business compares on the 11 core dimensions of organisational performance or team assessments, Workshops to release the Genius in your leadership, customer service or sales teams? Call Lee at the IMX team on +442034404290.