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Emotional Intelligence for Sales Leadership

The Secret to Building High-Performance Sales Teams

Colleen Stanley

$32.99

Paperback

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HarperCollins Leadership
24 February 2021
Serial complainers, no accountability finger-pointers, or learning-resistant laggards-these culture killers can cost a sales team more than being weak in the hard skills of selling. Learn how emotional intelligence and the developing critical soft skills required for relationship-building outperform yet more sales technology and fad techniques.

Sales managers need a fresh approach to improve sales results. Research from CSO Insights shows that only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas. This is despite salespeople and managers having access to more sales technology tools, information, and education than ever.

The missing link is in hiring for and developing emotional intelligence skills, such as emotion management, self-awareness, empathy, assertiveness, and delayed gratification, to name a few. Emotional Intelligence for Sales Leadership is written for sales managers, entrepreneurs, small-business owners, and salespeople looking to become sales managers. It will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.

Shows sales leaders why building strong relationships and the ability to empathize and communicate matter so much in their role. Offers simple steps on how they can immediately improve on critical emotional skills. Provides guidance on how to hire for emotional intelligence to build stronger sales teams. Walks readers through the process of training sales teams on soft skills.
By:   Colleen Stanley
Imprint:   HarperCollins Leadership
Country of Publication:   United States
Dimensions:   Height: 213mm,  Width: 139mm,  Spine: 15mm
Weight:   203g
ISBN:   9781400217724
ISBN 10:   1400217725
Pages:   256
Publication Date:   24 February 2021
Audience:   General/trade ,  ELT Advanced
Format:   Paperback
Publisher's Status:   Active

Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Salesforce named Colleen as one of the top sales influencers of the 21st century and she's also been named as one of the Top 30 Global Sales Gurus to follow. When she isn't speaking, teaching, or consulting, she enjoys hiking in the beautiful foothills of Denver, Colorado, with her husband Jim.

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

'Colleen is masterful at guiding us through the application of emotional intelligence skills such as empathy, assertiveness and emotion management needed in our role as sales managers. This book gives pragmatic tools for creating emotionally intelligent sales teams that will excel in sales beyond their wildest dreams!' - Polly Lestikow, President,Closet Factory -- Colorado 'This is another great book by Colleen Stanley. The focus on improving emotional intelligence skills will help sales leaders take a different approach to traditional sales management practices. I'm recommending this book to my students, fellow sales educators and sales leaders.' - Yashar Atefi, PhD, Director, Sales Leadership Center, Daniels College of Business, University of Denver 'As a previous sales leader and now CEO, sales management has become one of the most challenging aspects of growing a business. Business has evolved with the application of new technologies but sales management is still reliant on interpersonal, human connections. This book shows leaders how to teach and apply empathy, humility and accountability. A must read!' -Karen Short, CEO, Universal Companies 'Building a great sales team starts with sales leaders that have self-awareness and effective sales management skills. Whether you're hiring young talent or experienced salespeople, this book provides exceptional tools and stories that prepare your company for greater sales growth and less stagnant sales cultures.' - Eric Taylor, Director, Global Talent Management, Gallagher '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. We certainly plan to use it in our sales management courses.' - Weston Agri-Food Sales Program, Texas A and amp; M University 'The topic of emotional intelligence has been over generalized and underperformed by the masses in management seats. 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.' -Tiffany Bierschank, Vice President of Sales and Training, Home Advisor 'I had the great privilege of working with Colleen as a colleague and now as President of Varsity Spirit. If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read. You'll discover that EQ is an absolute necessity for building a high-performance sales organization.'- Bill Seely, President, Varsity Spirit 'This book has the 'it factor' because the author 'gets it.' I wish I'd counted how many times I said out loud, 'This is spot on.' We do a ton of promoting from within our 700 employees. 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.' - Dan Tuohy, President, COTG- A Xerox Company 'I had the great privilege of working with Colleen as a colleague and now as President of Varsity Spirit. If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read. You'll discover that EQ is an absolute necessity for building a high-performance sales organization.' -Bill Seely, President, Varsity Spirit


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