By developing emotional intelligence in the workplace, companies can ultimately help their customers find the best solutions to their problems, leading to trusted long-term relationships.
When we think of products and services, it can be really easy to overlook the end result, i.e. what the business is really selling, and focus too much on product features. A good example is a Ferrari. At first glance, you may think they sell fast cars. What they are actually selling is success, ambition, an aspirational lifestyle. All of that is tied into emotion.
Greater emotional intelligence in the workplace can also lead to more effective teams that support each other through good times and bad, not just increased sales. Here’s a really interesting example of how our values have changed over the years; out of the following characteristics, which four do you think would make a good leader?
Now, obviously everyone is different and attitudes towards gender fluidity are changing, but it’s interesting to note that historically, there are certain traits associated with gender. You can watch an interesting talk by John Gerzema, author of The Athena Doctrine: How Women (and the Men Who Think Like Them) Will Rule the Future here.
Future leaders need be empowered to generate change and feel safe in decision making, even if they make mistakes along the way. Mistakes are rich in lessons but also create a movement forward, rather than the stagnation we have been used to.
There has certainly been a shift in emotional intelligence in business towards the rise of kindness and empathy, certainly in terms of marketing and sales. You can find out more about that in an excellent book called Marketing Rebellion: The Most Human Company Wins by Mark Schaefer.
What is emotional intelligence or EI (also known as EQ or Emotional Quotient)?
As simple as it sounds, emotional intelligence is the ability to pick up on and interpret the feelings of others as well as understand your own. For example, in sales EQ, the sales rep might imagine how their customer might be feeling at each stage in the customer journey. They might seek to understand their frustrations to identify pain points and observe how they can provide a win-win outcome more of the time.
Why develop emotional intelligence in the workplace?
According to SuperOffice, selecting salespeople on the basis of their emotional intelligence actually results in 63% less turnover during the first year!
Entrepreneur reports that sales research conducted on a pharmaceutical company indicated that sales reps who increased their emotional intelligence by a mean of 18 percent later improved their total sales revenue by an average of 12 percent!
By combining emotional intelligence in business with psychological safety at work, teams can build better understanding and nurture amazing customer relationships for long term repeat business and referrals.
Sales reps with high sales EQ will be honest and open with exactly what the product can help with and provide the potential customer with all the information they need to make an informed buying decision. They may even understand the target market so much, that when an enquiry comes in from someone their product is not the best fit for, they tell them! This reduces churn rates and leads to happier customers, as opposed to old-fashioned high-pressure sales tactics. The emotionally intelligent sales rep is never pushy and understands that brand loyalty comes from great relationships.
How can Equine-Assisted Experiential Learning help?
Horse-led experiential learning allows the nature of the horse to influence the nature of the leader. By attending a workshop, you will be able to pick up on the body language of the horse to predict its behaviour. Developing non-verbal communication skills is an extremely important part of team building and sales training, as you can imagine.
Horse-led experiential workshops will develop the core tools for emotional intelligence in business, such as self-awareness, the ability to start to interpret non-verbal body language give and receive support and challenge from the team.