How to achieve sales target by enhancing Emotional Intelligence

1. 1
Sanjeev Joshi EQ Fellow, CIE, PMP

2. That some achieve great success, is proof to
all that others can achieve it as well -
Abraham Lincoln
Salesforce need to exhibit both Business & People skills
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3. Challenges faced by Salesforce
Introduction
• Sales inefficiencies cost million dollars to the organization
• Sales Excellence is build on pillars of ‘Business Skills’ & “People skills”
• Proposed document outlines approach to cement “Sales People skills” for sales Excellence
Challenges - Organisation
1. Retaining market leadership
2. Predictable sales growth
3. Differentiations – Product & Processes
4. Talent retention
Challenges – People
1. Increasing competitive environment
2. Unpredictable client behavior
3. Talent burnout
4. Job satisfaction
Salesforce need to exhibit both Business & People skills
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4. BUSINESS SKILLS
Suspecting
Prospecting
Approach
Negotiations
Close
Order
After Sales
Referrals
PEOPLE SKILLS
Self Awareness
Self-Management
Social Awareness
Enabling sales decision
Sales Leadership
Sales - Business vs People skill
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Sales Soft skills cannot be replaced by hard work

5. EQ model for developing people skills
EQ Model for Sales Management
1. Self Awareness
2. Self-Management
3. Social Awareness
4. Relationship Management
5. Sales Leadership
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Metahumin 5x4x5 Sales Excellence = 100 Traits for Sales Excellence
SALES LEADERSHIP
SOCIAL AWARENESS
SELF AWARENESS
SELF MANAGEMENT
RELATIONSHIP MGMT

6. 1. Self-Awareness
• Observations
• Inner Congruence
• Risk Taking abilities
• Innovation
• EQ edge for Sales Manager
• Emotional self Awareness
• Accurate Self- Assessment
• Self efficacy
• Practitioner’s perspective
• Clear overarching goals
• Enhanced Achievement Quotient
• Intrinsic motivation
• Optimism
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Sales Management begins with self assessment

7. 2. Self-Management
• Observations
• Responding vs. response
• Standing tall in difficult situation
• Mindset - HALT ( Hungry, Angry, Lonely & Tired)
• EQ edge for Sales Manager
• Self Control
• Flexibility
• Stress tolerance
• Practioners perspective
• Know thyself
• Brace-up, resourceful & support
• Self renewal
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A strong sense of deploying capabilities for expected outcome

8. 3. Social-Awareness
• Observations
• Stakeholder cost-benefit, value analysis
• Overall impact of Sales
• EQ edge for Sales Manager
• Interpersonal relationships
• Empathy : Learn & practise to work along diverse set of
people
• Organizational awareness : Current of emotions & political
realty in a given organization. Leverage value & culture.
• Practioners perspective
• Demonstrate early wins
• Outsmart stakeholders
• Seek best in other’s. Set performance bar high
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Practise empathy. Leverage organizational assets.

9. 4. Enabling Sales Decisions
• Observations
• Impulsive control
• Problem solving & overcoming customer objections
• Effective handling of non verbal clues
• EQ edge for Sales Manager
• Applying consequential thinking
• Remaining hopeful
• Navigating emotions
• Practioners perspective
• Practice empathy & mindfulness
• ‘If-Not’ thinking
• Reality testing
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Recognition is powerful yet underused tool in Salespeople’s arsenal

10. 5. Sales Leadership
• Observations
• Goal clarity
• vision & leadership
• Credibility
• Role modelling
• EQ edge for Sales Manager
• Communication
• likability
• Sales ethics
• assertiveness
• Practioners perspective
• Strong goal clarity
• Self actualization
• Relationship and networking
• Passion & Happiness
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Sales Excellence – 360 degree transformation

11. Climbing the Sales Ladder©
Risk tolerance
Inner Congruence Sales Congruence Data Mining
Seeking Feedback
Imagination Resilience Adaptability
Modeling
Critical thinking
Achievement
Quotient
prioritizing
Interpersonal
Relationship
Entrepreneurship Design vision
Navigating
Emotions
Applying
Consequential
Thinking
Recognising
Patterns
Pursue Noble Goals Empathy
Connections
Reflection
focus
Enhancing
Emotional Literacy
Intrinsic Motivation
Self Regard Problem Solving
Emotional Insight
Collaboration
proactivity
Stress Tolerance
Exercising Optimism
Change
Management
Growth Mindset
Mastering EQ
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12. Your Success is our Success !
We are happy to be part of journey
towards success.
EMPATHY X INSIGHT X CLARITY = MASTER THE MOMENT
© Metahumin Consulting