Making The Case For Increasing Ei

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

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Making The Case For Increasing Ei

  1. 1. Making the Case For Increasing Emotional Intelligence in Your Organization Olivier Madel-Felicite [email_address]
  2. 2. Acme Financial Services Wanted: Sales Manager
  3. 3. The Candidates Carlos Meagan
  4. 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. 5. Carlos loves sales Described as a hunter Well organized Solves problems on his own Carlos
  6. 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. 7. Meagan prefers the service side of sales Good at cultivating relationships Good organizational skills Consults with others when working on problems Meagan
  8. 8. What’s Emotional Intelligence Got To Do With It? Defining Emotional Intelligence
  9. 9. Emotional Intelligence Defined <ul><li>The ability to identify and manage emotional information in oneself and in others. </li></ul><ul><li>The ability to focus emotional energy on required behaviors to get things done. </li></ul>
  10. 13. Stein, S.J., Mann, D., Papadogiannis, P. & Gordon, W., (2009), Emotional Intelligence Skills Assessment (EISA), Pfeiffer: San Francisco
  11. 14. Selection Development Leadership
  12. 15. Selection
  13. 16. US Air Force: The Problem Recruiter turnover = 50% per year
  14. 17. Results of USAF Study <ul><li>Retention improved by 92% </li></ul><ul><li>Cost savings over $2,700,000 </li></ul><ul><li>Savings in human costs </li></ul><ul><li>High performers: </li></ul><ul><ul><li>Worked fewer hours </li></ul></ul><ul><ul><li>Reported happier marriages </li></ul></ul>
  15. 18. Sales Associates: American Express Star Performer Analysis (SPA)
  16. 19. Case Study: American Express
  17. 20. Top Sales Associates at American Express Score Higher on EQ-i
  18. 21. Closer Look at High Performance
  19. 22. Star Performer Analysis (SPA) Leadership Sales Customer Service Technical Financial services Insurance Retail Manufacturing Hospitality Airlines Reality Shows
  20. 23. Development Training Coaching
  21. 24. American Express Financial Services Emotional Competence Study <ul><li>Two groups: </li></ul><ul><ul><li>12 hours of emotional competence training </li></ul></ul><ul><ul><li>No training </li></ul></ul><ul><li>Training group increased overall sales: </li></ul><ul><ul><li>10% more than control group, and </li></ul></ul><ul><ul><li>16% more than sales reps across the company </li></ul></ul><ul><li>Life insurance sales improved 20% more than control sites </li></ul><ul><li>Result = estimated to have produced millions of dollars in increased sales </li></ul>
  22. 25. Leadership
  23. 27. The Study 186 CEO’s from YPO and IA Completed EQ-i, company financial information, and Perception of Business Challenges Questionnaire
  24. 28. The Results CEO’s scored higher in 8 of 15 EQ scales than general public 1
  25. 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
  26. 30. The Results 2 We could correctly predict a CEO’s profitability category 87% of the time based on EQ-i score
  27. 31. The Results 3 Higher EQ CEO’s reported being less challenged by: Managing growth Managing people Training employees Employee retention
  28. 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
  29. 33. Being Centered and Grounded <ul><li>Knowing your strengths and weaknesses </li></ul><ul><li>Sense of control </li></ul><ul><li>Balance work & life </li></ul><ul><li>Straightforward </li></ul><ul><li>Related to: </li></ul><ul><ul><li>Social Responsibility </li></ul></ul><ul><ul><li>Stress Tolerance </li></ul></ul><ul><ul><li>Impulse Control </li></ul></ul><ul><ul><li>Optimism </li></ul></ul>
  30. 34. Using a Participative Management Style <ul><li>Interpersonal relationship skills </li></ul><ul><li>Engages others through listening and communication </li></ul><ul><li>Ability to form alliances and partnerships </li></ul><ul><li>Puts others at ease </li></ul><ul><li>Empowers others </li></ul><ul><li>Related to: </li></ul><ul><ul><li>Empathy </li></ul></ul><ul><ul><li>Social Responsibility </li></ul></ul><ul><ul><li>Interpersonal Relationships </li></ul></ul><ul><ul><li>Impulse Control </li></ul></ul><ul><ul><li>Happiness </li></ul></ul>
  31. 35. Having the Ability to Take Action <ul><li>Willingness and ability to take action </li></ul><ul><li>Seeks advice but acts independently </li></ul><ul><li>Feels secure in decision making </li></ul><ul><li>Make good decisions </li></ul><ul><li>Related to: </li></ul><ul><ul><li>Assertiveness </li></ul></ul><ul><ul><li>Independence </li></ul></ul><ul><ul><li>Optimism </li></ul></ul>
  32. 36. Being Tough-Minded <ul><li>Shows resiliency </li></ul><ul><li>Perseveres in overcoming challenges </li></ul><ul><li>Able to handle pressure </li></ul><ul><li>Related to: </li></ul><ul><ul><li>Self Regard </li></ul></ul><ul><ul><li>Stress Tolerance </li></ul></ul><ul><ul><li>Impulse Control </li></ul></ul>
  33. 38. Who Do We Hire? Carlos Meagan
  34. 39. Vote For Sales Manager <ul><li>Carlos </li></ul><ul><li>Meagan </li></ul>
  35. 40. Who Did We Hire? Carlos Meagan Interpersonal Relationships Reality Testing
  36. 41. “ A leader's intelligence has to have a strong emotional component. He has to have high levels of self-awareness, maturity and self-control. She must be able to withstand the heat, handle setbacks and, when those lucky moments arise, enjoy success with equal parts of joy and humility. No doubt emotional intelligence is more rare than book smarts, but my experience says it is actually more important in the making of a leader. You just can't ignore it.” <ul><li>Jack Welch </li></ul><ul><li>former chairman and CEO of General Electric Co. </li></ul>
  37. 42. Thank You Olivier Madel-Felicite [email_address]

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