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emotional intelligence Tagged Articles

The Tao of Change - Zen and the Art of Change Management

We are so naturally focused on the "left brain", structured, analytical aspect of change and how we manage it - it's as though it's our hard-wired default setting. Maybe there is another dimension, to how we interact with change - a more "right brain" approach that allows us to experience a wider view and that demands a high level of self-awareness and emotional intelligence? Could it be that how we are, is as important as how we do it?

Leadership Truth #1 - Great Leaders Operate from a Set of Values
Values are the underpinning of everything we do. Great leaders have a concrete set of values that they operate from on a daily basis. Where do these values come from?

Leadership Truth #5 - Great Leaders Have High Emotional Intelligence
Simply stated, Emotional Intelligence is the ability to work with people at all levels. The degree of success of an individual in this world is much more closely aligned with the level of Emotional Intelligence than IQ.

Leadership Truth #7 - Great Leaders Believe Work is Play
Have you ever noticed that the best leaders actually have fun at work? It really is allowed to create an environment where the good times outnumber the bad times. There are some gifted leaders who have discovered this concept.

4 Steps to Controlling Bad Emotions
Emotions cost companies billions of dollars every year in lost productivity. Yet, few organizations have any training or education programs to help people recognize and manage emotions. Raising the level of Emotional Intelligence within an organization translates into increased profits and we can all use some of those.

The Value of Adaptive Skills - Building your Emotional Intelligence Tool Box
When you build emotional intelligence, you develop balance, which positively affects not only your success, but also your health and happiness.

How To Restore Trust For Team Building Success
This article reviews five skills that serve leaders when diffusing employee distrust to mobilize productivity for team building success.

How to Get the Most from Your Key People
If you're like most managers or executives, you are dealing with having fewer people to do more of the workload. Your people are smart and hard working . . .but they need to increase their effectiveness to keep up with the growing workload and help you build a foundation for the future of the organization. Yet they don't have time to go to lunch, let alone attend long training sessions.

Something Old and Something New - Apply Both for Sales Success
The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologies that still produce results. Let's take a look at two ways you should combine new social media with good 'ole fashioned sales principles.

7 Ways to Successful Group Dynamics for Your Team
How do you as a leader weave your team together as one strong unit, whether you are with them or not? Like a good parent, you hope ‘the kids’ behave even when you’re not at home. Here are 7 principles to help your group connect and work together.

How To Increase Sales Before You Ever Say A Word
Increasing sales is something on every salesperson & sales manager's radar screen. This article is not about making one more call or practicing your script. It's the secret to doing all sales activities well... and it's in every one of us.

Do You Ask For Referrals Or Hope For Referrals
Getting the referrals you deserve has more to do with your level of assertiveness than your ability to recite a script you learned in a referral training class.

How to prevent loved ones from bursting your bubble: 3 solid steps
This article explains how to stay positive in a grounded way when loved ones, friends or colleagues are being negative and intentionally or unintentionally dampening your mood. Learn three solid steps to successful communication with Bubble Bursters. It can be this easy: You will not even need to utter a single word!

The Buzz About Emotional Intelligence
This article will help readers understand Emotional Intelligence – what it is, and how developing emotional intelligence can help in accelerating and sustaining success.

BOOK REVIEW: Primal Leadership: Realizing the Power of Emotional Intelligence (By Daniel Goleman, Richard Boyatzis & Annie McKee, Harvard Business School Press, 2002, ISBN #1-57851-486-X)
While a leader's technical and cognitive skills can be developed in a fairly straight forward manner, the critical competencies based in emotional intelligence (EQ) take longer and require more persistence and, frequently, courage. This book offers steps to enhance your own EQ so that you create greater resonance—vs. dissonance—in your dealings with your staff and others in your organization.

How Does Working With Emotional Intelligence Help Us In Daily Life?
This article is second in line with my current topic of discussion – Emotional Intelligence. It describes the reasons for the particularly increasing relevance and importance of EI in today’s global workplace. The article focuses upon how working with Emotional Intelligence helps in daily life – both at work and at home.

The Proportional Response: Getting Both Kids AND Adults to Avoid Blowing Things Out of Proportion
In this article, author Jonathan Altfeld explores an NLP-based approach to keeping tense situations from escalating unnecessarily, and thereby maintaining some rapport throughout misunderstandings.

3 Ways To Improve Your Emotional Intelligence

This article describes 3 important ways to improve emotional intelligence. It helps to follow a sequential flow in achieving a state of high emotional intelligence skills. Being emotionally intelligent may not seem to affect our daily lives as much, but the fact is that it does. It forms the basis of your interactions with other people, helps you to take control of the situation and makes success more predictable in what you undertake. By working to improve our emotional intelligence in a constant and conscious manner, we can strengthen relationships and lead better lives.

Blind Spots

In my classes and consulting work on leadership, I often discuss the concept of a blind spot where the worst leaders are often blissfully unaware of their problems. My own observation in numerous organizations is that this is abundantly true. Hr Managers and subordinates are often frustrated at not being able to communicate how leaders undermine the very cause they wish to pursue due to this blindness. Daniel Goleman, who invented Emotional Intelligence, observed that leaders who are most deficient in EI are the ones who have the biggest blind spot. They simply cannot see themselves as others do, so they are deceived into thinking incorrect thoughts about how they are coming across. How can you remove the blind spot of a leader who has low Emotional Intelligence? My own ideas on this topic are contained in this article.

Go on Vacation to Grow Your Business
If you want to improve your business, go on vacation. Vacation is a great time to decompress, not accomplish anything meaningful, and eliminate any noise coming from an alarm clock. It's also a great time to observe customer service and sales. My vacations have always left me with a few business takeaways. Here are some observations:

Can Emotional Intelligence Be Successfully Incorporated In Daily Life?

Emotional Intelligence has gained profound importance in today’s world. At a time when we look towards effective methods of workplace management and enrichment of personal relationships, there is a pertinent question of finding a lasting solution. This article addresses this issue, and helps readers understand how to bring the practical concept of emotional intelligence into daily life and sustain its effects to bring about a positive and everlasting change.

Emotionally Intelligent Communication
Workplace communication needs to be structured, precise and informative. Carrying on an emotionally intelligent conversation is the need of the hour. While communicating, you need to be intentional, focused and convey trust. All these are guidelines that effectively steer the conversation in a productive manner.

A Firewall for Bad Moods: How to Prevent Emotional Contagion
While both positive and negative emotions are contagious, negative ones spread even faster than positive ones. This has important implications for both our personal and organizational well-being. If you are a leader, consider that managing your moods is one of your chief responsibilities. This article provides you with 12 tips for managing your moods in the workplace.

Financial Intelligence
For years, academic experts have been measuring people’s intelligence by administering an I.Q. test. More recently, behavioral scientists and those in the field of psychology have been discussing a principle they call emotional intelligence. I would submit there is another intellectual area of expertise I would call financial intelligence.

Effective Listening: Part One
“I listen fine. It’s everyone else who has a problem.” Unknown, unsuccessful, entrepreneur One of the cardinal rules of business is listen to your customers and most businesses hear their customers. However, only a few successfully interpret what their customers are saying. So the issue is not listening to “hear” but listening to “understand”.

Leadership Takes Balance

The Wheel of Life is a workshop I have taught for years. It’s a personal assessment tool of the balance in your life, and your satisfaction and development in each of eight areas of your life. My eight areas are: Career; Money & Life Planning; Health – Physical, Emotional, Spiritual; Family & Friends; Significant Other; Personal Development & Contribution; Fun & Relaxation; and Physical Environment. The idea is to develop all these areas equitably to meet your needs.

An Iron String: The Power of Trust

Trust pervades nearly every aspect of our daily lives. It is fundamental in the healthy functioning of all of our relationships with others. In today’s uncertain climate, it is not surprising that study after study shows a decline in the trust level individuals have of business and political leaders and institutions. If lack of trust is an issue which causes you concern in your leadership, what can you do to manage perceptions of trust in an unstable and slippery environment? This article provides 12 actionable steps.

Cultural Intelligence - Or The Art Of Avoiding “FARTFULLNESS”
We all know that intelligence is a good thing; however, it seems that new “flavors” of intelligence pop-up with annoying regularity. A few years ago it was emotional intelligence – this was cited as a “must have” for successful organizational players. Then we had social intelligence as the key skill. Now cultural intelligence is the hot topic!

From Basics to Mastery

Mastery of all the basics does not occur overnight. But with practice it comes very quickly - just like learning to ride a bicycle. Once you experience how it's 'supposed to work', how energy efficiency is 'supposed to feel', it's easier and easier to reestablish in a variety of circumstances. That's where mastery is achieved. That's where you and everyone in your business benefit from your mastery

What does that word motivation mean?
Merydith Willoughby hears the word motivation bandied far too often. It concerns her on many fronts because people get the wrong idea about what it is. It is clear to her after having worked with many people that being motivated is a small component of success. This article details what else is required.

Ten Questions With Penelope Trunk: Career Guidance for This Century
Penelope Trunk is the author of Brazen Careerist: The New Rules for Success. She is a career columnist at the Boston Globe and Yahoo Finance. Her syndicated column has run in more than 200 publications. Earlier, she was a software executive, and then she founded two companies. She has been through an IPO, an acquisition and a bankruptcy. Before that she played professional beach volleyball.

Presidential List

I read an article recently that made a lot of sense to me. Doris Kearns Goodwin is a Pulitzer Prize winner for her books on history, and she made a list of ten points that are important for a President to consider and to emulate if they hoped to be great. She has written books about Abraham Lincoln and Franklin and Eleanor Roosevelt, and she believes leadership strengths should be considered carefully before voting. Here are some of the attributes that she feels make for a great leader--and I agree!

More tips from the Emotional Intelligence Tool Box
Thinking and planning is an important part of your life, and your business, if you are to be successful. I was musing over the issue of Emotional Intelligence, and have pulled out from the tool kit the very useful instrument of MOTIVATION. Are you a motivated person? Can you motivate others?

Get Inside Your Head: How Knowing Your Brain Can Make You a Better Leader
Find out what David Rock’s SCARF model can teach you about threats and rewards that govern our behavior and gain some strategies for regulating your own emotions and managing others’ behavior. Understanding how your brain works can give you a definite edge as a leader.

A Dozen Ways Leaders Create Meaning
The reason that most workers are not engaged in the business is that they see no real meaning in their work. This article addresses how leaders can change all that.

Selection and Leadership Development for Emotionally Intelligent Leaders

The ability to select, motivate, develop, engage and retain top people is critical to a company's success. If you want to build a company where people love to work you have to know how to hire and keep great people. Unfortunately, a poor hire can cost a company a great deal of money and cause undue distress and wasted time for everyone involved. Great companies and managers start with optimistic, change-resilient, and committed people whose values fit the workplace culture. Keeping great people involves creating a healthy work environment where people can use all their knowledge, creativity, and skills. Self-managed organizations create work environments where people can continuously learn and make decisions.

Career Coaching Case Study: Client Creates Work With Purpose and Passion

We are all trying to understand and cope with the enormous changes in our work and personal lives. Mostly we react in a positive and productive manner. However, many people are describing their lives as so busy, working so many hours, trying to balance work and personal lives that we often feel physically and emotionally exhausted. I work as a consulting psychologist and executive/career coach specializing in helping leaders and lawyers with work- related problems. Let me tell you a brief story about a company leader I helped with a career transition.

Executive Coaching for Creating a State of Flow - Flow Exercise

Executive Coaching for Creating a State of Flow at Work

One of my CEO executive coaching clients is working with his executive leadership team to create an organizational culture that unleashes employees' intrinsic motivation and state of flow. I am coaching him to become more effective at appealing to employees' intrinsic motivation and core values, and helping leaders at all levels of the organization become more fully engaged in creating a culture that supports flow. The CEO knows that for the organization to thrive depends on creating an organizational culture and climate that nourishes constant innovation. Human Resources is partnering with me in supporting senior leaders to motivate people by building authentic relationships.

Happiness is an Option for Lawyers - Creating Success and Fulfillment in Work and Life
In the increasingly demanding world lawyers face; many lawyers desire to achieve professional success, a fulfilling life, and true happiness. However, achieving both their personal and professional goals sometimes proves to be very difficult. Many lawyers report being unhappy with the choices they have made and desire a different future.

Executive Coaching for Creating a State of Flow - Ten Essential Flow Factors

Executive Coaching to Develop Emotionally Intelligent Leaders

Driving the trend for executive coaching is the business reality that good people are hard to find and harder to keep. With a constant need to stay competitive, companies are seeing coaching as a way to help valued employees develop swiftly in a rapidly changing business environment. A growing number of Fortune 500 companies offer executive coaching to their top people. Whether hiring external coaches or training their own leaders in coaching skills, companies are finding that coaching is essential for creating change and evolving people towards their highest productivity and potential.

Do People Enjoy You?
Article of 996 words explaining the techniques to use in order to ensure you are creating a positive, memorable experience for others when they are with you

Emotional Intelligence in the Workplace

In the US where IQ and SAT scores have dominated thinking on who is likely to succeed, the evidence is now clear that people skills are far more important when it comes to the bottom line. For many years it had been considered inappropriate to show or to have emotions in a work situation. An overwhelming amount of research shows that not only are emotions very much a part of the work experience, but to a large degree they set the course that a company follows. Unlike IQ, which is unchanging from childhood on, emotional intelligence can be developed. In fact, it usually does become greater with age and maturity. The importance of developing one's emotional intelligence is essential to success in the workplace. Utilizing the power and energy of one's emotions leads to high motivation, and improves problem-solving and decision-making.

Knowing your Next Sales Hire Will Be a Great One
Many struggle with knowing what to look for when hiring sales people. Struggle no longer. Here are proven sales selection methods that will aid you in building a dynamic sales team

Living Inside Two Boxes-The power of Self-Image
Self-Image, how we view ourselves, is the gateway to superior performance. Our Self-Image will not allow us to achieve anything beyond what we believe we can. As Earl Nightingale once said, "We become what we think about."

Forgiveness: The Intelligent Choice

To forgive someone is to waive our right to resentment, anger or other negative reaction to something they have done that justifies our response. This is not about condoning or excusing their actions, but about intentionally deciding to let go of a sense of offense at snubs, ego scuffs, disappointments and other garden variety occurrences that pull our strings. Making forgiveness a part of our operating system is a key aspect of emotional intelligence: it is taking ownership of our own emotional reactions. This article provides 7 useful tips for practicing forgiveness.

EQ Vs. IQ-Hiring People Who Can do More than Just the Job
Emotional Intelligence is an essential to success on the job. Perhaps as much as 75% or more of a person's success on the job can be attributed to Emotional Intelligence. In many knowledge based jobs, IQ is necessary to get the job, but Emotional Intelligence (EQ) is essential to success in those jobs.

The Agile Leader: Adaptability
Adaptability – the ability to change (or be changed) to fit new circumstances – is a crucial skill for leaders, and an important competency in emotional intelligence. Here are 8 tips to consider in your quest for adaptability.

More lessons from MasterChef – Can you take the heat?

As the saying goes, “If you can’t take the heat get out of the kitchen”. Once again MasterChef has served up some great life lessons. Last year I wrote about the great leadership, coaching and mentoring we can learn from MasterChef. Again Garry, George, Matt and the other guest chefs showed us how to excel in this area of leadership. On this occasion, I want to comment on ‘Resilience’ and dealing with setbacks and challenges, and how MasterChef gave us a window into how people handle stress and demanding situations. The time pressures and increasingly difficult tasks set for the contestants showed us how well they were able to manage themselves under pressure and produce the goods. You could often see the demands of a given situation getting to a number of the contestants. It was unrelenting at times.

Five reasons to Mind Your Emotions

“Courage doesn’t always roar. Sometimes courage is the little voice at the end of the day that says ‘I’ll try again tomorrow’.” This quote more often than not reflects my life as an entrepreneur, business woman, sales person, mother, partner and friend. On those days and nights when I feel overwhelmed and sometimes exhausted by all my responsibilities and commitments that little voice reminding me to ‘try again tomorrow’ keeps me focused on why I am doing what I am doing – it helps me to continue to cultivate my resilience, to continue to put one foot in front of the other, to make decisions and to keep on moving. If I am ever in doubt, that little voice reminds me of all the other challenges I have mastered and that my track record speaks for itself.

Through the looking glass

Many sales people are tired of being told that they need to sell like someone else to be successful. Many are unsure of what they should be modelling. Too often they are told to ‘just be like’ someone else but with no reference to what that actually looks like they are left poking around in the dark mimicking the ‘star’ performer and left feeling unauthentic. And ‘big sticks’, bribes or fear don’t help either. Most people, and especially sales people, want to be the best they can be but without having to be someone else. Clearly defining what good performance looks like is key. Here is a model we use where we focus on three key areas...

Five Big Mistakes Hiring Managers Make and How to Avoid Them
The role of "Hiring Manager" is a key position. It is the gateway to the organization's future. If you are good at the selection and hiring process you will likely have a bright future. If you are not you likely will not. Read about Five Big Mistakes Hiring Managers Make And How You Can Avoid Them.

Ten Tips to Deal With Difficult People

Are you stressed out dealing with difficult people at work? If you are, then may benefit by learning some emotional intelligence interpersonal communication strategies. The workplace is full of difficult people who can make your life miserable if you let them. Difficult people come in all shapes, sizes and personalities. They can be demanding and exhausting causing a great deal of distress for everyone involved. Interacting and dealing with these people can be a major cause of employee lack of engagement.

How Managers Undermine Employee Performance

Are you working in an organization where managers know how to motivate people? Are managers held accountable for listening to their employees and addressing any complaints? I coach a number of managers who consistently complain about certain employees, but don't take the time or make the effort to address any underlying concerns. Effective managers listen to their employees, and are open to any feedback that will improve work place performance. Spend enough time in meetings or the executive lunchroom, and you're destined to hear your fair share of managers' complaints about their employees.

Behavioural Intelligence - Learning From World Leaders' Speech Secrets

If you want people to be engaged with your speech, presentation or written text you need to take some lessons from the orators, politicians and world leaders and build them into your material. Look at any great speech in recent history, whether it’s from Winston Churchill or Bill Clinton, Martin Luther King or Margaret Thatcher, Barack Obama or Nelson Mandela you’ll find some or all of the following tools of influence, persuasion and engagement.

Behavioural Intelligence – Attack Defend Behaviour in Negotiating

Learning the art of negotiating includes examining in detail your own behaviour and being able to make conscious, informed choices about what to do or say next. Behavioural Intelligence is about self regulation or self control - particularly in the face of conflict, disagreement or even attack by the other side. The golden rule for the professional is not to get into the Attack/Defend game or spiral. In Behavioural Intelligence we are very clear; you can control your own behaviour if you choose to. It is never true that others make you say or do something - you make that choice.

Behavioural Intelligence – The Secrets of the Most Successful Negotiators

There’s not a magic formula to being a great negotiator. Years on the road and round the table have taught me that Behavioural Intelligence is the essential tool for you to get the results you want and maintain a working relationship that allows you work together again in the future, two elements that you need to constantly manage in negotiations. Two distinct skills or techniques employed by negotiators and leaders trained in Behavioural Intelligence are part of the tool kit and not only help you to operate mindfully but actually improve your relationship and increase your trust and openness “scores”.

How well are you Weathering the Storm?

While there have been ups and downs in the business world, over the last 20+ years for the most part, many of us in the western world have been able to ride on the back of posterity and market growth. Up until the GFC, many fortunate sales people and business people found making sales straightforward and easy, however these tougher, contracting markets have left many wanting in the sales stakes. The current breed of 20-40 year old sales people and business people had never experienced business under these conditions before.

Emotionally Intelligent Job-Related Feedback
I coach a number of managers on how to improve performance by giving behavioral feedback. Emotionally intelligent managers increase worker productivity by giving in the moment feedback that results in improved work place performance.

Initial Trust is Based on a Handfull of Cs
When we first meet someone, we decide rather quickly whether we are going to trust the person from the outset or wait for a lot of evidence before trusting him or her. The decision is based on five concepts that all begin with the letter C. This article gives tips on how to build trust rather quickly.

The 90-Second Pause
This article is about the importance of emotional self-control, a key component of emotional intelligence. It offers several tips for managing your emotions, including the powerful tool of the 90-second pause.

Leading with Why - Inspiring Passionate Followers
What is the secret to creating successful businesses that marry passion, purpose and profits? Ignite peoples passions by clearly communicating what you believe and why.

First Engage Your Team - Leading Change Effectively
Effectively leading change lies in your ability as a leader to implement. Your ability to motivate our employees to embrace the change and take action. Leaders who are highly skilled at change management understand that in the early stages their EQ (emotional intelligence) needs to be higher than their IQ.

How to Be an Inspiring Leader
What can we learn about inspirational leadership from successful start-up companies? Conversely, what can failed corporations teach us?

EI - The Most Powerful Tool in Your Kit
Getting more with fewer resources is a mantra in today's workplace. Emotional Intelligence plays a big part in personal and corporate productivity. Emotional assessment, training and education can play a big role in the effort to get more (productivity) with fewer resources.

The Seventh Commandment of Leadership-Self Management and Relationship Power

The most difficult person that you will manage in your leadership career is you. That is a very hard statement to get your hands around and grasp but managing yourself is a very challenging task. Without good self-management, the delicate balance between leader and follower is jeopardized. You can loose credibility. You can damage relationships. You can completely become irrelevant. First, a little background on self management. Self management is half of the science of emotional intelligence. Emotional intelligence tells us that eighty percent of our reactions, responses and projections are driven by emotion and not by logic or processed thought.

Three Core Work Habits of High Performers
There is a difference between mediocre and superior performance. Some say superior performers are 7 times more productive than the bediocre.

The Missing Link in Employee Assessments

Many companies use assessments to help make hiring and promotion decisions. Most assessments measure one of the following attributes of the candidate: * Specific job skills * Their motivation and career goals * Their personality and potential derailers (e.g. emotional intelligence) * Their likely fit with the organization’s culture One important area that is often not assessed is the candidate’s ability to use good judgment when making decisions based on complex or ambiguous information.

Integral Leadership - A Useful Model for Leadership Development
Managers and HR professionals concerned with developing leaders are inundated with leadership development theories, models, concepts and courses - Situational Leadership, Servant Leadership, and the Leadership Lessons of everyone from Attila the Hun to Jack Welch, to name but a few.

Emotions - The Secret Sauce of Leadership
Emotionally intelligent leaders know that creating a workplace culture and climate where emotions are appropriately expressed increases productivity. In order for employees to be fully engaged, they need to feel they can bring all of themselves to work.

The Importance of Empathy in the Workplace
An article of 1210 words describing empathy as an ability to connect and relate with others in building and managing healthy relationships.

8 Ways Leaders Build Culture
The culture of an organization is something that is highly impacted by the actions and words of leaders. This article describes what makes up the culture and 8 things leaders can do to improve it.

Influencing vs Negotiating
It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our "sales force fitness" profiling work, where we profile critical qualities for successful sales performance in many businesses, large and small, is telling a very different story.

Sales and emotional intelligence
The "gender" discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And this is causing sighing and forelock tugging in some male circles. "Not another feminist on her soap box" or "all men are useless" I hear some say.

Does Your Sales Training Program Fail or Pass the Simple Rope Test?
Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored.

Does Your Sales Training Program Pass or Fail the Rope Test?
Never head of the rope test? Then you might find this article of interest.

Prospecting Improves Morale & Is The Key to Increasing Sales - Find Out the Success Formula

[Business:Sales] Prospecting needs to be part of the entire sales process not just when a sales persons calendar is filled to the brim with appointments. The reason is when the pipeline of appointments dry up the sales person will feel low and morale will suffer for them and those around them. When morale is low theirs one place to look for the culprit and that is the prospecting pipeline. This will be one of the major clues that will determine why morale is low or high. Find out what the SUCCESS FORMULA IS TO INCREASED SALES & INCREASED MORALE...

Listen and Learn

Listening isn't just a nice to have soft skill. With organizations and individuals so fervently focused on the bottom line, actively listening has never been as important as it is now. A focus on listening can lead to more effective teamwork, higher productivity, fewer conflicts and errors, enhanced innovation and problem-solving, improved recruiting and retention, superior customer relations and more. As authors on leadership development have noted through the years, listening is not just a nice thing to do, it’s essential!

Optimism is a Selling Skill. Is Your Sales Glass Half-empty or Half Full?

Everyone is looking for a competitive edge in this post recession economy. Should we engage in social media tools? Hold a strategic planning session to determine best course of action? Roll out a new marketing plan? Here’s an idea that won’t cost you any money: take a look at the emotional intelligence skill of optimism. Just in case you think this is going to be a ‘Pollyanna’ article, don’t despair. There is evidence that shows optimistic salespeople make more money.

Online Business Success: Is Your Professional Brand Magnetic?
Does your online business have a brand that is magnetic? If you answered anything other than yes, read this article to learn exactly how to create a magnetic brand for your online business.

Sales Coach: High Level of Empathy In Selling Important?

Empathy is defined by Wikipedia as: “the capacity to recognize or understand another’s state of mind or emotion. It is often characterized as the ability to “put oneself into another’s shoes” or in some way experience the outlook or emotions of another being within oneself. Empathy does not necessarily imply compassion, or empathic concern because this capacity can be present in context of compassionate or cruel behavior.”

Stories Create Our Reality
Humans are wired to create and tell stories. Our brains continuously look for explanations to the events around us. Whatever we encounter, whether random or planned, forces our minds to impose a chronology and apply cause-and-effect logic.

Article # 31 Are You Emotionally Stable Enough To Be An Entreprenuer?
To be an entreprenuer or an online marketer these days takes guts, focus, persistence and emotional intelligence. You must be emotionally stable enough to persue your goals and not break down when the going gets tough.

What If You Are a Jerk But Don't Know It?
Each of us is guilty of acting like a jerk from time to time. Some people we know have it down to a fine art! The thing I want to explore in this discussion is a kind of blind spot where people who are acting like jerks have no idea how they are coming across to others. This article discusses how you can tell if you are being a jerk too much of the time.

5 Kinds of Stories That Create Our Reality
Enlightened leaders are able to help their organizations shift its culture from good to great. They guide their people in retelling the history and growth of the organization that fully engages people to create a prosperous future.

IS ANYBODY LISTENING?

I bet there have been times in your life and I am sure there will be times still to come when you feel depreciated, angry or drained. Have you ever wondered why that is? Now you might be inclined to think that it is quite simply that you are tired; worn out from to much work, to little sleep, from eating the wrong foods, driving yourself to hard, trying to do to much, from not living a balanced life. Any of the above may be the case at least some of the time but have you ever stopped to consider that; “it might be because people are not open to your energy!”

IQ vs. EQ - Which Can Determine Your Success
For many years, it was thought that cognitive intelligence (IQ), was an indicator of success. Today there is a "new kid on the block" that may be equally important and possibly even more important in predicting success in a given job. Learn more about this facinating topic of Emotional Intelligence.

How to Be a Better Boss
The best bosses keep chipping away at a huge pile of tasks-some interesting, others dull but necessary. Their leadership prowess is measured by how well they handle the frustrations associated with people and performance.

Create the Memory of Your Future
A vision is something that pulls us forward - through action, intention and heart. It's in creating a vision, and using our strengths that we create the memories of our future. This is the place in which inspiration, contribution and engagement live. This articles provides 3 steps to utilize your Strengths in designing a future vision in which you achieve the results you desire.

Top 7 Words to Increase Sales and Beat a Down Economy for Salespeople
The words that you think and speak have a direct connection to your sales skills and subsequent sales results. This revelation has been revealed through many sources including emotional intelligence to the book buy*ology by Lindstrom. Consider using these words as a sales professional in your ongoing efforts to expand your business network and increase sales.

Selling to China Is An Uphill Battle But You Can Succeed
Consultant Dr. James Chan offers seven secrets to selling American-made products and services to China.

FEAR: Overcoming The Single Biggest Factor That Holds People Back
Fear can trap us in lives of quiet desperation that leave us thirsty for purpose, hungry for depth and disconnected from the unique potential that lies within us. New studies in brain plasticity have proven that by doing what scares us, we can build our 'courage muscles' and take our careers, relationships and lives to new levels of success. It ultimately comes down to making a courageous choice.

Business Case for Emotional Intelligence EI and Emotional Intelligence EQ
Business Case for Emotional Intelligence EI and Emotional Intelligence EQ.

Gritty Bosses - The True Grit Mindset
Good bosses are hard working and resilient. They keep employees inspired in good times and bad. Failure is seen as bumps on the way to winning and success.

3 Ways of Leading
This is when there were way too many frustrations. It was the biggest paradox at work. They loved it when he left them alone and hated it when they asked for his help and he would shrug and say "You take care of it. That's what I'm paying you for."

Leadership Lessons: The "F" Word
Everyone I know regardless of how high they have risen in an organization can tell stories of foolish, disastrous mistakes that came about from built in biases due to emotions. Studies show that emotions, expectations, social norms, and other invisible seemingly illogical forces shape our reasoning ability.

Without Emotional Intelligence Sustainable Change Can’t Happen

Emotional Intelligence is not fluffy or “touchy-feely.” For anyone who interacts with and influences others, it is the most critical skill set to develop and improve. When you think about any situation in your own life, can you imagine it without an emotional component? Probably not. Emotions and feelings are at the core of everything we do; feeling are always involved. So how does Emotional Intelligence relate to sustainable change?

Why leaders fail and how not to be one of them
Things move fast in business – and not always in a positive direction. A corporation fails every three minutes. A directorship changes every 32 seconds. In today’s business environment, trust may be your best competitive advantage. Companies where trust is high are more likely to succeed because they generally have a faster rate of production and lower operations cost.

Empathy

When your customer feels understood they are more open to influence. Ability to read people, feel what they are feeling What is it? Understanding a need is as good as fulfilling it. People buy what they need from salespeople who understand what they want. Empathy leads to sensory acuity – “Unlike the mind, the heart finds it difficult to lie.” Robert Cooper.  Empathy leads to trust – It makes the connection. Integrity

No leader is master of everything

One of the key failures senior executives and leaders tend to make early in their careers is acting with hubris. This affliction recurs with even the best who have had marvelously successful careers and begin to act without appropriate caution or due diligence. The best way to solve this problem is to look for outside input just to be sure your thinking is clear. The key is knowing when to seek input to avoid making bad decisions. In this article, I talk about how to get input from others and improve your decision making, and ultimately your success as a leader.

What evidence do we need to see in order to take action?
It takes passionate truth spoken by trusted individuals to change the status quo.

Negativity is Like a Cancer
Negativity is evident in many workplaces, and it really saps the energy of an organization. I believe negativity is like a disease that will spread if not managed well. The analogy is developed in this article along with several antidotes to negativity.

Six Ways to Lead Your Sales Team Through Tough Times
The recession is technically over, however, sales teams are still facing more competitors going after the same projects, price pressures or the new competitor, prospects doing nothing. There is an old saying, “character not tested is no character at all.”

Top 12 Qualities of True Business Professionals
Many in the business, education, government and not for profit sectors consider themselves to be professionals. Yet if this was so, why are we experiencing far more poor ethics from the financial meltdown to pay for play to the decline in even professional associations?

Keep strong leaders and improve the bottom line with onboarding
Savvy organizations have learned that leaders need more than the standard welcome package when they move into a new role. They need proper training. They need a plan for adapting to their new position. And they need support. In short, they need executive onboarding.

Be a Good Boss - The Provide a Human Shield Mindset
My coaching clients repeatedly tell me stories of how a good boss removed obstacles so that they could get their work done with minimal hassle. I could experience my client's level of engagement soar when they felt their boss had their back.

The Trusted Sales Authority
Become the trusted authority by out caring the competition and become customer obsessed. Individuals and organizations with low levels of emotional intelligence can not do this. Consumers would pay 5 to 25% more to ensure a superior customer experience (Customer Service Impact 2010 Report, published by RightNow).

Blind CEOs
It is amazing how many toxic environments exist in organizations. One would think with all the leadership training it would be harder to find oppressive cultures. A larger conundrum is why so many top leaders simply cannot see their contribution to the malaise. In this article I explore the problem of blind CEOs and offer some antidotes.

The Big Disconnect Managing Generations Leadership Training
The Big Disconnect - Managing Generations - Leadership Training.

What can the movie- Due Date, with Robert Downey Jr. and Zach Galifianakis, teach you about your leadership style?

Leadership comes in all different styles. This article explores the contrast between the iron fist and the wet noodle approach. By comparing the very different characters in the movie Due Date, we can see how their extreme differences would give them the chance to learn from each other, translate this into leadership styles and we can do the same. More importantly, we can learn about our own style and how we can improve. Mix in a little comic relief, and we will all soon be laughing at ourselves, or not. Enjoy.

EMOTIONAL INTELLIGENCE

Emotional Intelligence is the number one predictor of professional success and personal excellence! Only part of our success in life can be attributed to intelligence. Other qualities: trust, integrity, authenticity, creativity, honesty, presence and resilience, are at least as important. These 'other intelligences' are collectively described as Emotional Intelligence. Unlike intelligence, the good news is that EQ can be learned or developed; it's not something you are stuck with. We can develop in ways that can improve our relationships, our workplaces, our parenting, and our classrooms. We could turn society on its ear if we learned to recognize our emotions and control our reactions; if we combined our thinking with our feelings; if we learned to channel our flow of feelings into creative expression, an expression of love.

Peak Performance for Full Engagement
According to research, only 29 percent of employees are motivated and energized. What, then, is happening to the other two-thirds of the people working in organizations?

Selling to the Old Brain – Three Ways to Increase Sales Results
Many salespeople have heard the phrase that selling is an art and a science. This phrase is moving beyond a cliché with research results from the world of neuroscience. The profession of sales is changing and sales professionals that desire a true competitive advantage know and apply the neuroscience behind how and why prospects make buying decisions. Astute salespeople sell to the old brain...

Are You Paying Attention To Your People?
Being smart is no longer enough. It’s been proven time and time again that people want to be noticed for who they are as much as what they do. If an organization can’t support and grow their people, how in the world will potential clients expect them to do the same when supporting them and their businesses? Are you paying attention to your people?

The Chain of Habits
How to break bad habits: 5 powerful tips.

Emotional Intelligence

This article explores the role Emotional Intelligence has in the workplace. Some of the main benefits include: - The ability to persist and stay motivated in the face of frustration - The ability to control impulses - The ability to control emotion - The ability to empathise with others Emotions, properly managed, can drive trust loyalty and commitment to create greater productivity gains, innovations and accomplishments within workplaces. Leaders worldwide are discovering, attention to emotions have been shown to save time, expand opportunities, and focus energy for better results.

Team Performance and Emotional Intelligence: Emotional Intelligence Training
Team Performance and Emotional Intelligence: Emotional Intelligence Training.

The Three Conversations of Leadership: Management Leadership Training
The Three Conversations of Leadership: Management Leadership Training. Please visit www.ihhp.com for more information.

IHHPcom Emotional Intelligence Programs Emotional Intelligence Training
IHHP Emotional Intelligence Programs: Emotional Intelligence Training.

Emotions Drive Behavior Emotional Intelligence Training
Emotions Drive Behavior - Emotional Intelligence Training.

IMPROVEMENT THROUGH REFLECTION

This is about the changes which are to be made in the light of your learning. It encourages the application of your learning so as to improve your every day practice and behaviour. It is not about recording a good intention only. You may wish to set another SMART goal to reflect the action you are going take. What action you will take may depend on your level of motivation to make the desirable changes.

Being authentic: How can you be who you really are?

Finding who you really are, your true identity as a person, is a key need that people are searching for now, particularly leaders in organisations. Today, if leaders are to bring people with them they need to create resonance, and this is achieved through authenticity. The process of discovery is an individual one and is best gained through self-enquiry, self-awareness and interactions with others, often with skilled help.

Young Presidents Organization----Not So Lonely at the Top!

The YPO Mission: "Better Leaders Through Education and Idea Exchange". CEO Think Tanks are a concept that dates back to Native American Tribal Councils, where the Top Tribal Chiefs gathered around the fire to share best practices of hunting and fishing. Today those discussions held in the trusted privacy of the CEO Tribal Circle are about a different, but nonetheless challenging, hunt to build a prosperous and ethical organization in a competitive marketplace. Talk to any CEO! To be beloved and respected by shareholders, customers and employees, not to mention your number one customer "your own family" requires a mixture of warrior instinct and an ultimate blend of Survival Skills and Emotional Intelligence.

Think Like a CEO

Debra Benton, author of Think Like A CEO, speaks to audiences all over the world about this topic. She is often directing the conversation to other leaders in the organization, not necessarily the sales department. We think it’s time that salespeople quit thinking like salespeople and take Debra’s advice: start thinking like a CEO. These are such salespeople and here are their thoughts, behaviors and actions.

Don't be Opaque
I often speak on trust and transparency. One client said he knew some managers who are expert at being "opaque." That word caught my imagination, and I wanted to send along some comments on the concept of being opaque.

AN EXAMPLE OF AN ACTION PLAN

Some helpful hints to enhance the possibility of attainment of goals: 1. Commitment and a planned approach to an Action Plan or a Learning Plan is more likely to achieve results. Goals must be written down. 2. Be expressed in the present tense, as if they were real. 3. Clear and sharp focus on the short steps necessary to achieve the results. To illustrate how this might work in real life, let us take an example of an athlete who wants to improve the speed at which he or she runs 1500m. Here is an example what An Action Plan to achieve the goal might look like:

Linchpin Talent: Your Competitive Advantage

you should be able to provide an answer to these important questions ... • What is the success profile of leaders that excel in your company? Will the future be different? How should that success profile change? • What are the styles and strengths of your key individuals? Do they know where they fit into the future of your company? • Have you identified the leadership roles that will be vacated in the next five to ten years? • Do you know what gaps exist in the capabilities of your staff? • Do you have enough people in your future top talent pool? • Do your leaders possess the foresight, flexibility and adaptability to lead when the market changes?

Leading companies “mining” workforce for emotional intelligence
Want a promotion or a new job?

Making Leadership Actionable: What We Are Learning and How We Can Use It

Much of the popular and academic literature on leadership has led to advice about what is required for effective leadership. This advice is usually flawed in that it does not provide guidance for how to learn to effectively apply the advice or because the advice is based on the practices of an individual in a specific context, a context that may or may not apply to the learner’s situation. An approach to leadership development based on seeing leadership as an emergent phenomenon, rather than just something that an individual does, is suggested.

EQ Coaching The Ultimate Development Tool by Peggy Grall
Learn how coaching can accelerate the development and promote ability of Generation X

Wooden You Like To Be Successful?

John Wooden is known as one of the finest basketball coaches in America. He took his UCLA team to the NCAA playoffs 10 of 12 years and was named coach of the Century by ESPN. John Wooden was a great teacher and coach. The brilliance of his teaching is that he focused on the mental aspect of the game as well as the technical skills of basketball. John Wooden repeatedly told his team that controlling emotions was at the core of winning the game.

Leadership Insight: Drama Queen and Emotion King

I know you know them. You may work with them. They may live in your neighborhood or even your own home. Drama Queen and Emotion King. To Drama Queen (DQ) and Emotion King (EK), every event is worthy of sharing and over sharing. Every small thing that the rest of us brush off and rack up to another day, they turn into a major crisis. As we work to calm others, they work to stir up others. When we try to fix a problem, they tend to make it worse. When they exist in the workplace they offer some significant challenges to leaders.

How to Recruit Top Sales Guns

Companies have systems and processes for accounting, shipping, and marketing. It’s time to get a system in place for hiring top guns. These high flying sales folks will make you money, regardless of the economy. Stop using the excuse that it’s hard to hire good salespeople because they interview well and are charming. Sharpen your hiring process, become even better at interviewing and take the first step in making your life easier as a business owner or sales manager.

Executive Wisdom - Developing Your Leadership Wisdom
One of the most powerful questions you can ask yourself is “What is the wisest business decision or action I have ever taken as a leader and why?”

Leadership Resilience - The Art of Bouncing Back
How we respond to failures and bounce back from our mistakes can make or break our careers.

Leadership Resilience - Optimism and Resilience
Research clearly demonstrates that people who are naturally resilient have an optimistic explanatory style-that is, they explain adversity in optimistic terms to avoid falling into helplessness.

Drive Out Fear
It is hard to grow trust in an environment of fear. People need to feel a sense of safety before they will take the risk of trusting others. Unfortunately most organizations generate a toxic atmosphere of habitual fear.

Leadership Resilience - Learning from Mistakes
Steve Jobs and the success of Apple is an inspiration to all of us who want to tap into our creative genius. Steve Jobs was the Thomas Edison of our time, and the greatest thing we can do is learn from him and build on his incredible legacy.

How Emotional Intelligence Affects Leadership Quality
Eight skills contribute to superior leadership. Emotional Intelligence is an essential ingredient to superior leadership but there are eight specific emotional intelligence skills that drive superior leaders. You can screen for these specific leadership skills and coach leaders to higher performance.

A Dashboard for Managing Complexity
Leading people and organizations is fundamentally more complicated than it was 20 years ago-and it’s not getting any easier. Economic and global uncertainties, along with innovative technologies, complicate efforts to run a business.

Are You A Good Customer?
There are great books on the market about customer service: Raving Fans, Contagious Customer Service and Exceeding Customer Expectations. All good books, however, none address a core issue required for receiving great customer service from vendors and suppliers: be a good customer.

Managing Complexity – A Leadership Checklist
Economic uncertainty and globalization, along with innovative technologies provides leaders constant challenges to successfully run their business enterprise. The following checklist can help business leaders navigate complex change initiatives.

Discernment: Discovering a Vision for the Future

It would be so much easier, I think, if I could really be the 'master of my destiny'. Yet, deep down I know that I'm a part of something much bigger than myself. To the extent that I can join the flow of that 'something', I find an energy within that makes even the most difficult engagements go almost effortlessly. On the contrary, when I fight it, even the simplest tasks take a herculean effort. Discernment allows me to come into alignment not only with my own destiny, but it creates a synergy between me and the rest of the world.

Change Is a Life or Death Matter
People resist change, even when it's beneficial. Even when we try to make a difference, too often we do not succeed. Perhaps the problem lies in the starting point. Change begins when we begin to refocus our own awareness. All personal and professional change is an inside job.

Top Five Ways of Becoming a Better Sales Coach

Sales Managers execute several roles and wear many hats: manager, trainer and coach. These multiple roles can create challenges for some sales managers. Where should they invest their time? Should it be in attending internal meetings? Analyzing reports? Training and coaching the sales team? If you are serious about hitting and exceeding your revenue goals for 2012, invest your time in training and coaching your sales team. (It makes analyzing reports a whole lot more fun when the numbers are in the black.)

Inside the Mind at Work - Manage for Progress
As any fan of The Office can attest, negative managerial behavior severely affects employees’ work lives. Managers’ day-to-day and moment-to-moment actions also create a ripple effect, directly facilitating or impeding the organization’s ability to function.

Inside the Mind at Work – What Really Motivates Us?

The topics of performance evaluations and feedback come up quite often in my executive coaching sessions. It’s human nature that people want to know where they stand. I often suggest to my coaching clients that in-the-moment feedback based on progress helps motivate people. It can also help avoid those tense performance evaluation meetings where people can be demoralized and become disengaged by negative performance feedback.

Inside the Mind at Work – Facilitating Progress and Dealing with Setbacks
When emotionally intelligent leaders focus on small wins and facilitate progress, employees will find the energy and drive required to perform optimally.

Employer and Employee Satisfaction – Panacea or Poison?

The relationship between employer and employee is at the heart of every business nowadays and although technology has changed the way we do work, enabling us to automate and streamline processes in the workplace we mustn’t neglect the very engine that drives business, and that’s the people in them. Whether top level CEO’s or entry level employees, by understanding more about the way people’s thoughts affect their decisions and actions we are able to increase productivity and sales as a result.

Maintaining High Emotional Intelligence for Employees

Businesses that have attracted and hired employees who have high levels of Emotional Intelligence (EI) are efficient and successful companies. They have set a standard for operation, and are working to achieve their visions of long-term success for growth of production and personnel. These organizations have invested resources in acquiring the finest of profitable assets – the employees. They also have a plan in place that supports the maintenance of those assets.

Emotional Intelligence for Managers
In any business organization the quality of leadership sets the standard employees will follow as they perform their duties. Strong, fair leadership will surely produce positive results. But managers who lead and coach with Emotional Intelligence (EI) will help create successful, productive businesses and employees.

The Benefits of Emotional Intelligence

Emotional Intelligence (EI) is a skill in which you examine what you are feeling and why you feel a particular way in a given situation. Developing a high level of EI is a skill that would benefit adults in any occupational field. The ability to closely examine your emotions and thoughts before making decisions or responding verbally leads to more successful work and home environments and to healthier people.

Focus on the Future - How to Be More Forward-Looking
Focusing on the future sets leaders apart. The capacity to imagine and articulate exciting future possibilities is a defining competency - perhaps the most important one, next to honesty.

Sales 2012: What Will You Choose?

It’s that time of the year when people set New Year’s resolutions and goals. Setting goals really boils down to making new and better choices. It’s as much about what you are going to start doing as it is about what you are going to stop doing. This tradition has been going on for years and most of the time it is just rhetoric and hope which eventually leads back to old comfortable behaviors and attitudes. Here’s three things to consider choosing if you are serious about making 2012 your best year in sales.

Future Focus - What People Want from Leaders
Some leaders are naturally future-oriented; many others excel as executors or talent managers. Still others shine at getting things done and making things happen; others bring out the best in people.

How Leaders Develop Future Focus - How Far Can You See?
Do you look beyond what’s in front of you - especially when daily tasks take up so much time and energy? How do you become future-oriented and still handle day-to-day challenges?

Boost Your Emotional Intelligence
This article presents a new slant on how to increase your Emotional Intelligence. It focuses on how the brain works.

Developing Future Focus - Sparking Energy for What Really Matters
I could not put Steve Job’s biography down. I found it so fascinating because of his focus and passion, and the intense drive in his personality that motivated him to achieve greatness. Steve Job’s creativity and genius for creating products that invent the future is so inspiring. Oh Wow!

Sales Development isn't rocket science, it's neuroscience!
Customers buy when they are understood. So the successful salesperson shows customers that he or she understands them by giving them what they expect and more. Neuroscience ‘Brain Mapping’ helps people to identify the customer’s need and establish rapport with then more effectively.

How to Grow Your Future-Focus - You Can See Forever
I loved reading Steve Job’s biography and have recommended it to many of my clients and friends. I was so inspired by his focus and passion. Mr. Job’s driven and perfectionistic personality motivated him to achieve greatness. Steve Job’s creativity and genius for creating products that invent the future is so inspiring. Oh Wow!

Do You Really Believe That?
The self help guru's are the best at teaching, "You are what you believe. Your thoughts determine your outcomes and actions. And what you think about most will manifest in your life." These guru's are right and many salespeople and sale managers still subscribing to old beliefs and ways of selling do not serve them well in the information age.

Five Golden Rules for Leadership
Having a framework for the most essential leadership skills will help you avoid quick fixes and business-book fads. While the scope of leadership may seem overwhelming, these five golden rules provide much-needed focus.

Being in The Zone, being in The Flow is Being Charismatic

This week I delivered a half-day session on Charismatic Leadership to The Ella Foundation, established by Brian Chernett, created to inspire more leaders in the not for profit sector to be more effective and successful. Nearly 30 leaders from different registered charities participated in a way that was subtly different to leaders within the corporate sector. These men and women showed a real passionate intensity for their cause that was truly inspiring. Their minds were open and receptive to my techniques meaning that the exercises we did regarding energy were really advanced because their attitude to learning was untainted by cynicism.

Purpose-Driven Leadership: The Bridge to What Truly Matters
Far from being touchy-feely concepts touted by motivational speakers, purpose and values have been identified as key drivers of high-performing organizations.

Create a Selling Culture
Everyone at your company is in sales. The person answering the phones is in charge of first impressions. The employee delivering your products has the ability to spot new opportunities and build relationships. Customer service personnel can determine whether or not you keep a client based on their handling of a complaint.

Attaining Engagement by Developing Individual Charisma
According to the 2007 – 2008 Global Workforce Survey by Towers Perrin (now Towers Watson), just one-fifth of employees surveyed were truly engaged in their work. Given the scale of this research that polled over 90,000 employees in 18 countries, this survey is a scandalous indictment of today’s callous and indifferent corporate culture.

Purpose-Driven Leadership – Focus on What Matters
After basic needs are fulfilled, an employee searches for meaning and a sense of purpose in a job. People seek a higher purpose, something in which to believe. If, in your role as a leader, you aren’t articulating what you care about and how you plan to make a difference, then you probably aren’t inspiring full engagement.

Leadership’s Link to Emotional Intelligence
Ever wonder why some of the most brilliant, well-educated people aren’t promoted, while those with fewer obvious skills climb the professional ladder? Chalk it up to emotional intelligence (EI), a term first coined in 1995 by psychologist Daniel Goleman in his New York Times bestseller Emotional Intelligence.

Emotional Intelligence Key to Star Performance
Ever wonder why some of the most brilliant, well-educated people aren’t promoted, while those with fewer obvious skills climb the professional ladder?

What is Emotional Intelligence?
The brain’s wiring makes us emotional creatures. Our first reaction to any event is always emotional. We have no control over this part of the process. We can, however, control the thoughts that follow an emotion, how we react, and what we say and do.

Missed Sales Forecasts: Is it the sales manager or the sales team?

It’s the second quarter of the year and revenues are running behind. Sure, it’s easy to point the finger and blame poor results on the sales team. But take an objective step back and ask the question. Is it you or your sales team that is falling short? There is an old saying, “The pace of the leader is the pace of the pack.” What kind of sales leader are you and where could you improve in order to create more sustainable and predictable revenues.

Emotional Intelligence and Performance
Your emotional intelligence is the foundation for a host of critical skills, and it impacts most everything you say and do each day. It strongly drives leadership and personal excellence.

How Emotional Intelligence can help you Handle Any Meeting
No matter the organization, staff meetings always pose big challenges for your emotional intelligence (EQ). There is no getting around it – get a room full of people together and there is bound to be a mix of emotions. So what should you do to maintain your cool and ensure that you are contributing to a productive staff meeting? Use your EQ!

Emotional Intelligence (EI) and Leadership
As a leader, you set the emotional tone that others follow. Our brains are hardwired to cue in (both consciously and unconsciously) to others’ emotional states. This is particularly true for leaders. People want to know how a leader feels and will synchronize with authorities they trust.

Why CEOs Score Low in Emotional Intelligence (EI)
Because leaders achieve organizational goals through others, you may assume they have the best people skills. Wrong! CEOs, on average, have the lowest workplace EI scores.

Influence of EI on Job Function

The Technical Manual for the Emotional Intelligence Appraisal™ reveals interesting findings from a study of more than 13,000 individuals worldwide. Employees from various job functions, in different organizations and countries, were asked to evaluate their emotional intelligence by answering 28 questions. Job functions included sales, marketing, finance, operations, customer service, human resources, information technology (IT), engineering, business development, manufacturing, and R&D.

Situational Emotional Intelligence

One's Intelligence Quotient, or "IQ," describes the ability to think and learn complex concepts. It is usually a fixed quantity, and we have only minor ability to influence our IQ as we develop. Emotional Intelligence, or "EQ," is the ability to understand emotions and the skill to use that knowledge to control ourselves and others. EQ is a skill that can be learned, and we can increase our EQ throughout life.

Emotional Intelligence and Word of Mouth Marketing
Emotional Intelligence, also known as Emotional Quotient or EQ, is all the buzz right now. EQ is the ability we have to use, communicate, recognize, remember, learn from, and manage our relationships with other people. It is, in effect, the skills that we have developed at building our social capital with those people with whom we wish to network.

Avoiding Emotional Overreaction at Work
Some people ask why it’s even worth trying to control your emotions, and what the benefit might be. Some of the side effects of triggered emotions tend to be becoming passive aggressive and even avoiding communication altogether. Obviously, these types of emotional reactions can create a serious roadblock in workplace communications.

How Groupthink Causes Teams to Fail
Every team thinks it does its best work when the stakes are highest. On the contrary, pressures to perform drive people toward safe solutions that are justifiable, rather than innovative.

The Problem with Groupthink and Teams
The negative cost of groupthink is loss of individual creativity, uniqueness and independent thinking. Organizationally, these consequences lead to costly errors in product launches, service policies and competitive strategies.

Three Sales Myths that Derail Sales Results

In today's point and click society, the art of thinking and questioning is starting to become a thing of the past. Many people read or hear something and accept it as the truth without really questioning the validity or business case behind such information. I have found that many sales organizations believe in three myths that make no sense to me. As a result, their sales results are average at best. Here are the top three sales myths that I frequently hear. Stop, think and ask yourself if you are buying into these myths.

What is Emotional Intelligence?
Emotional Intelligence (EI) is the ability to assess, understand and control emotions. A person with a high level of Emotional Intelligence practices self-awareness and is conscientious of the direct affect feelings have on behavior.

How to Develop Emotional Intelligence (EI)
Emotional intelligence taps into a fundamental element of human behavior that is distinct from your intellect. There is no connection between IQ and emotional intelligence. Intelligence is your ability to learn, as well as retrieve and apply knowledge.

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