A couple of years ago, we were asked to evaluate a very successful sales team. This group of six salespeople had consistently sold over $75,000,000 of average residential lots to people who wanted to build or invest, year after year. The top two salespeople had earned $750,000 each for the last 3 years and the rest only averaged $300,000 annually, with no one on the team earning less than $250,000.
We spent over a year with this team and found 4 common attributes among the group of six outstanding salespeople:
- Empathy- A unique ability to see things through others eyes, an ability to identify with other's point of view
- Self-Awareness- A special knowledge of self. A unique ability to "tune into" their own feelings and how they impacted their actions.
- Happiness- A positive feeling about themselves, their families and their lives
- Reality Testing- An ability to tell the real from the unreal. The likely from the unlikely
Since the time we spent with this group we have successfully used this model to screen and select over 20 sales people and from that group only 2 have failed. Learn more about the impact of emotional intelligence on success in our latest book; The Target-The Secret To Superior Performance, htttp://target.tatepublishing.net/
No comments:
Post a Comment