How EQ could help your organisation to recruit the right talent?

1. Making the Case For Increasing Emotional Intelligence in Your Organization Olivier Madel-Felicite [email_address]

2. Acme Financial Services Wanted: Sales Manager

3. The Candidates Carlos Meagan

4. Carlos Sales Associate 5 years sales experience Consistently makes his quotas Self starter, works independently Good relationship with clients Sometimes sets unrealistic goals Not always a team player

5. Carlos loves sales Described as a hunter Well organized Solves problems on his own Carlos

6. Meagan Sales Associate 4 years sales experience Has not consistently made quotas More of a team player Good relationship with clients Doesn’t overextend herself Uses peer networks well

7. Meagan prefers the service side of sales Good at cultivating relationships Good organizational skills Consults with others when working on problems Meagan

8. What’s Emotional Intelligence Got To Do With It? Defining Emotional Intelligence

13. Stein, S.J., Mann, D., Papadogiannis, P. & Gordon, W., (2009), Emotional Intelligence Skills Assessment (EISA), Pfeiffer: San Francisco

14. Selection Development Leadership

15. Selection

16. US Air Force: The Problem Recruiter turnover = 50% per year

18. Sales Associates: American Express Star Performer Analysis (SPA)

19. Case Study: American Express

20. Top Sales Associates at American Express Score Higher on EQ-i

21. Closer Look at High Performance

22. Star Performer Analysis (SPA) Leadership Sales Customer Service Technical Financial services Insurance Retail Manufacturing Hospitality Airlines Reality Shows

23. Development Training Coaching

25. Leadership

27. The Study 186 CEO’s from YPO and IA Completed EQ-i, company financial information, and Perception of Business Challenges Questionnaire

28. The Results CEO’s scored higher in 8 of 15 EQ scales than general public 1

29. The Results High profit company CEO’s had higher: Companies were divided into High Profit and Lower Profit 2 Empathy Self-regard Reality testing Problem solving

30. The Results 2 We could correctly predict a CEO’s profitability category 87% of the time based on EQ-i score

31. The Results 3 Higher EQ CEO’s reported being less challenged by: Managing growth Managing people Training employees Employee retention

32. Four Pillars of Leadership and EI Based on research by: Marian Ruderman, Ph.D. Center for Creative Leadership, Geensboro, NC Sample = 302 senior managers and leaders Ruderman, M.N., Hannum, K., Leslie, J.B., & Steed J.L. (2001). Leadership skills and emotional intelligence . Greensboro, N.C: Center for Creative Leadership

38. Who Do We Hire? Carlos Meagan

40. Who Did We Hire? Carlos Meagan Interpersonal Relationships Reality Testing

42. Thank You Olivier Madel-Felicite [email_address]