Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

by Colleen Stanley

Overview

The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive.

Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads.

In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that:

• Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team.
• Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills.
• Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams.
• Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.

The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.

Product Details

ISBN-13:	9781400217724
Publisher:	HarperCollins Leadership
Publication date:	06/16/2020
Pages:	256
Sales rank:	345,280
Product dimensions:	5.40(w) x 8.30(h) x 0.70(d)

About the Author

Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Salesforce named Colleen as one of the top sales influencers of the 21st century and she's also been named as one of the Top 30 Global Sales Gurus to follow. When she isn't speaking, teaching, or consulting, she enjoys hiking in the beautiful foothills of Denver, Colorado, with her husband Jim.

Table of Contents

Acknowledgments xi

Introduction: Why Emotional intelligence Matters in Building High-Performance Sales Organizations xiii

Part I It's Time for a New Sales Leadership Perspective 1

Chapter 1 Welcome to an Emotionally Intelligent Sales Team and Meeting 3

Chapter 2 It All Starts with You 7

Part II Get This Right or Nothing Else Matters-Hire for Sales EQ 17

Chapter 3 Sales Draft Day 19

Chapter 4 Marshmallow Grabbers and Cookie Monsters 28

Chapter 5 Passion, Perseverance, and Sales Performance 35

Chapter 6 Assertiveness and Sales Results 51

Chapter 7 Are You Hiring a Learner or a Laggard? 60

Chapter 8 IS Your New Sales Hire Coachable? 66

Chapter 9 Necessary Endings 73

Part III What They Don't Teach You at "Traditional" Sales Management School 81

Chapter 10 The Soft Skills, the Emotional Intelligence Skills of Effective Sales Leadership 83

Chapter 11 Emotion Management and Sales Effectiveness 88

Chapter 12 Empathy and Influence 101

Chapter 13 What Do Your Salespeople Believe? 114

Chapter 14 You Don't Make Mistakes. Mistakes Make You 132

Chapter 15 Stress, Sates, Success, and Satisfaction 143

Chapter 16 Focus: Be Here Now 155

Chapter 17 It's Time to Teach Time Management 162

Part IV It's Back to You 177

Chapter 18 The Sales EQ and Sates IQ of Teaching and Coaching 179

Chapter 19 The Neuroscience of Teaching and Coaching 199

Chapter 20 Sates is Not a Department 213

Chapter 21 Are You Running Fake Sales Meetings? 221

Chapter 22 What Will You Do? 227

Index 229

About the Author 238

Editorial Reviews

'As a previous sales leader and now CEO, sales management has become one of the most challenging aspects of growing a business. Business has evolved with the application of new technologies but sales management is still reliant on interpersonal, human connections. This book shows leaders how to teach and apply empathy, humility and accountability. A must read!' -Karen Short, CEO, Universal Companies

'Building a great sales team starts with sales leaders that have self-awareness and effective sales management skills. Whether you're hiring young talent or experienced salespeople, this book provides exceptional tools and stories that prepare your company for greater sales growth and less stagnant sales cultures.' - Eric Taylor, Director, Global Talent Management, Gallagher

'Colleen is masterful at guiding us through the application of emotional intelligence skills such as empathy, assertiveness and emotion management needed in our role as sales managers. This book gives pragmatic tools for creating emotionally intelligent sales teams that will excel in sales beyond their wildest dreams!' - Polly Lestikow, President,Closet Factory — Colorado

'I had the great privilege of working with Colleen as a colleague and now as President of Varsity Spirit. If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read. You'll discover that EQ is an absolute necessity for building a high-performance sales organization.' -Bill Seely, President, Varsity Spirit

'I had the great privilege of working with Colleen as a colleague and now as President of Varsity Spirit. If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read. You'll discover that EQ is an absolute necessity for building a high-performance sales organization.'- Bill Seely, President, Varsity Spirit

'Once again, Colleen Stanley has raised the bar by writing a fantastic book on integrating emotional intelligence into sales management processes. Potential, new and experienced sales managers will benefit from this book. We certainly plan to use it in our sales management courses.' - Weston Agri-Food Sales Program, Texas A and & M University

'The topic of emotional intelligence has been over generalized and underperformed by the masses in management seats. Finally, a book that has made the 'how to' of applying emotional intelligence in sales management tangible and real world. Great book that all my sales managers will read.' -Tiffany Bierschank, Vice President of Sales and Training, Home Advisor

'This book has the 'it factor' because the author 'gets it.' I wish I'd counted how many times I said out loud, 'This is spot on.' We do a ton of promoting from within our 700 employees. This book will be a prerequisite for an individual contributor applying for sales management. Even after years of leadership experience, I personally gained new and valuable insights.' - Dan Tuohy, President, COTG- A Xerox Company

'This is another great book by Colleen Stanley. The focus on improving emotional intelligence skills will help sales leaders take a different approach to traditional sales management practices. I'm recommending this book to my students, fellow sales educators and sales leaders.' - Yashar Atefi, PhD, Director, Sales Leadership Center, Daniels College of Business, University of Denver

From the Publisher