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Understanding the Importance of Emotional Intelligence in Sales Professionals

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Dr. Diane Hamilton explores the relationships between emotional intelligence and sales productivity in mortgage sales professionals. This research is available on Proquest.

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Understanding the Importance of Emotional Intelligence in Sales Professionals

  1. 1. Examination of the Relationships Between Emotional Intelligence and Mortgage Sales Productivity Dr. Diane Hamilton
  2. 2. Introduction • Organization shareholders require successful sales representatives to be profitable. • The need for a vehicle to help in the process of choosing those representatives that will be the most successful. • Type of sales representatives chosen for this study.
  3. 3. Problem • What poor performance means to the shareholders of organizations. • Predicting sales success. • Emotional intelligence has been a topic of discussion in the area of performance. • Determining if there is a relationship between emotional intelligence and sales success.
  4. 4. Background and Significance of the Problem. • Previous lack of success in predicting success. • State of the subprime market. • Quantitative vs. Qualitative. • Specific area of sales. • Sales hiring and training.
  5. 5. Research Question To what extent, if any, is there a relationship between emotional intelligence and sales performance by mortgage sales professionals in the West coast area?
  6. 6. Emotional Intelligence Defined • Goleman’s Definition: • Meyer and Salovey’s Definition • Bar-On’s Definition
  7. 7. Significance of Research • Potential hiring and training issues. • Change in the subprime industry. • Emotional intelligence measured in other parts of business. • Emotional intelligence measurement issues.
  8. 8. Brief Review of Literature • Goleman’s work. • Allen and Meyer’s work. • Barrick, Stewart, and Piotrowski’s work. • Deeter-Schmeltz and Sokja’s work. • Law, Wong, and Song’s work. • Meyer, Bobocel, and Allen’s work. • Salovey, Brackett, and Meyer’s work.
  9. 9. Highlights and Limits of Methodology • EQ-i instrument • Gathering sales data • Self-reporting
  10. 10. Methodology Is there a relationship between sales performance and: • Total EQ • Interpersonal EQ • Intrapersonal EQ • Stress Management • Adaptability • General Mood
  11. 11. Description of Research Design • Correlational quantitative design
  12. 12. Operational Definition of Variables • Sales Results • Total EQ • Intrapersonal EQ • Interpersonal EQ • Stress Management • Adaptability • General Mood
  13. 13. Description of Materials and Instruments • EQ-I survey instrument • Sales performance instrument • Sample size
  14. 14. Selection of Participants • West Coast Sales Force • Mortgage Banker’s Association List
  15. 15. Procedures • Mangers contacted by phone. • Survey emailed to managers. • Managers distribute to sales force. • Sales force took both instruments, matching codes. • MHS scored and sent to researcher. • Data input into SPSS.
  16. 16. Methodological Assumptions, Limitations, and Delimitations Assumptions: • Number of sales people. Limitations and Delimitations: • Participation • Self-reporting • Other things impacting performance
  17. 17. Findings
  18. 18. Descriptive Statistics • Means and standard deviations for the completed study: • Table 1. • Descriptive Statistics______________________________________________ • • Variable Mean Standard deviation • • Total EQ score 96.9667 12.32089 • Intrapersonal 99.3333 12.56162 • Interpersonal 94.1200 15.97016 • Stress management 102.2400 74.30173 • Adaptability 98.0333 10.46786 • General mood 99.3600 11.18981 • Sales vs. forecast 2006 89.7600 19.88986 • ________________________________________________________________ •
  19. 19. Most Significant Correlations Table 2. Correlations______________________________________ Intrapersonal General Total EQ Mood EQ_____ 2006 Sales Pearson Correlation .583(**) .463(**) .847(**) Sig. (2-tailed) .000 .000 .000 N 150 150 150
  20. 20. Correlations • Table 3. • Coefficients_________________________________________________________ • Unstandardized Standardized • coefficient coefficient • Variable B Std. error beta t Sig. • • Intrapersonal .440 .213 .278 2.067 .040 • Interpersonal .035 .106 .028 .325 .746 • Stress management .008 .018 .030 .445 .657 • Adaptability .113 .187 .060 .607 .545 • General mood .600 .219 .338 2.743 .007 • ___________________________________________________________________
  21. 21. Scatterplot Depicting Relationship Between Total EQ and Sales
  22. 22. Analysis of Findings • Table 4. • Correlations between stress EQ and sales ____________ • Total EQ Stress • Variable score management • • Stress Mgt. .067 - • • 2006 Sales .581** -.010 • vs. forecast • • ** Correlation is significant at the .01 level (2-tailed).
  23. 23. Summary • Intent • Importance in area of sales. • Availability of information. • Support of other research.
  24. 24. Conclusions • Focus • Improving one’s EQ • Relationships observed. • Future Development
  25. 25. Recommendations • Future studies. • Larger populations. • Knowing how to utilize this information. • Improve sales success.
  26. 26. Questions

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