Is it Poor Communication or Emotional Intelligence that impacts on your performance?

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.

Three team members

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.

7 Attributes of Emotional IntelligencenoPICTURES

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

Impact of Poor CommunicationwoutIMX

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?

Memorable Communications

This InnerMetrix Assessment can help you answer that question.

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.

World Trade Center Association Global News Round Up October


World Trade Center London New Legal Service Alliance: To Grow International Trade

World Trade Center London New Legal Service Alliance: To Grow International Trade

The World Trade Centre London’s domestic and International members consider the availability of specialist, cost effective and relevant legal support to be a crucial contribution to the successful outcome of extending their business beyond borders. It can be a real challenge, a nightmare for some, to be knee deep in developing relationships, negotiations and promoting products and services to know how to protect, negotiate, defend and secure the commercial deals being done So the decision to engage the right legal team who can help navigate and avoid the pitfalls in a new and foreign market is essential.   

The legislation and regulation of new countries can present a considerable barrier to decision makers and their senior managers. Often the risks are perceived to be such a threat that they avoid them altogether. So instead what could be a very viable business proposition with great potential to grow into new markets, develop new customers or even employ staff in that country never gets past the first goal post.  High on senior decision makers priority lists are concerns about how they can protect their intellectual property and associated commercial rights. The most common inquiry relates to the employment, concluding partnerships or distributorships and understanding the implications and conditions governing commercial contracts.

“I am delighted therefore that we have secured ASV Law as one of our “Go To” partners for our members and clients within our 1 Stop International Service Desk.” said Rita Spada, Chief Executive World Trade Centre London. “ASV Law are specialists in the media, technology and sports sectors which are key industries for the WTC London members.”

Simon Vumbaca, Managing Partner comments “ASV Law is proud to have been retained as the “go to partner” of legal services for the WTC London. As an international law firm trading from London we adhere to the WTC concept and initiative, we look forward in assisting foreign companies in their UK presence. We are also very pleased to continue assisting UK companies in their International expansion. We specialise in providing each case with the individual attention it deserves. Our experience has shown that there is absolutely nothing lucky about a victory. We work harder and smarter to get the job done. We leave nothing to chance. We never make assumptions. We operate on a global scale, acting for a broad spectrum of clients who all have the same goal: to achieve outstanding results. We consistently deliver; we defend, we prosecute, we litigate, we arbitrate and we negotiate, all with your continued success firmly in mind. We are renowned for winning with minimum fuss. Clients choose us because they know that with us results come first.

The WTC London decision to retain ASV Law also comes at very exciting times for us, as we launched legal packaged products, most at a fixed fee, precisely to assist Boards and decision makers in the assessment of the risks and exposure inevitably associated with international commerce.”   

 The World Trade Center London is one of 330 World Trade Center worldwide. A global network governed by the World Trade Center Association in New York. World Trade Centers (WTCs) represent a “one stop business service centre” that operate within iconic landmarks in the cities where they serve to “open doors” to companies that want to grow and develop trade beyond their local boundaries and borders.

Over 750000 business members worldwide, large and small, benefit from the deal making that is often the result of trade promotion, development and matchmaking services conducted every day globally by WTC’s. 


Export to US – New Regulation Reforms;Are You Compliant ? April 30 London

Understand the impact they will have on your company with practical, relevant and hands on explanations and advice from leading experts includes Deloittes, BCG and ITC on US Export Controls on Non-US Transactions at the 5th Annual conference with two seminars ; Hilton London Kensington .
 30 APR – 1 MAY:  “US Commercial Export Controls & Embargoes”
 2-3 MAY:  “US Defense Trade Controls”
Register online at and select “Pay Later/Request Invoice” option. Insert Promo Code WTCL-10 in “promo code” block when prompted.