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

Price: $12.49
(as of Jan 17,2023 21:59:11 UTC – Details)

From the Publisher

Salespeople and sales managers have access to more selling tools and knowledge than ever before. They listen to sales podcasts, attend webinars or live sales training and management courses, and read informative blogs. But according to CSO Insights, the research arm of Miller Heiman, achievement of quota for salespeople continues to hover around 53 percent. Why? There isn’t one answer. But in Emotional Intelligence for Sales Leadership, Colleen Stanley shares her findings after working with hundreds of sales organizations: Most companies work on the wrong end of the problem when faced with sales performance issues. Stuck in the insanity loop of sales management, they keep repeating the same mistakes over and over. If you’re ready to break the pattern, this practical guide will show you why you must teach, coach, and master both consultative selling skills (Sales IQ) and soft skills (Sales EQ) to accelerate sales results.

AUTHOR BIO

Colleen Stanley is president of SalesLeadership Inc. and has been in the sales training business for over twenty years. She is the foremost expert and thought leader in bringing emotional intelligence to the sales profession. Salesforce.com named Colleen as one of the top eight influencers in sales of the twenty-first century. She is a popular speaker and master trainer.

Fine-tune your interviewing skills to qualify potential sales candidates. You are still prospecting in your role as a sales manager, but the target has now changed to finding top sales talent.

Discover why sales managers often miss the mark when teaching empathy—and how empathy skills differ from validation, listening, and paraphrasing skills.

Learn the concept salespeople and sales managers must learn is separating their performance from their self-worth.

Help salespeople avoid the trigger-response-regret loop by discussing, teaching, and embracing emotion management skills.

Dan Tuohy—President, COTG – A Xerox Company

“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.”

Bill Seely—President, Varsity Spirit

“If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read.”

Tiffany Bierschank—Vice President of Sales and Training, Home Advisor

“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.”

Dr. Kerry Litzenberg and Codie Wright—Weston Agri-Food Sales Program, Texas A & M University

“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.”