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
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