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

1. Examination of the Relationships
Between Emotional Intelligence and
Mortgage Sales Productivity
Dr. Diane Hamilton

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. 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. 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. 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. Emotional Intelligence Defined
• Goleman’s Definition:
• Meyer and Salovey’s Definition
• Bar-On’s Definition

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. 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. Highlights and Limits of Methodology
• EQ-i instrument
• Gathering sales data
• Self-reporting

10. Methodology
Is there a relationship between sales performance
and:
• Total EQ
• Interpersonal EQ
• Intrapersonal EQ
• Stress Management
• Adaptability
• General Mood

11. Description of Research Design
• Correlational quantitative design

12. Operational Definition of Variables
• Sales Results
• Total EQ
• Intrapersonal EQ
• Interpersonal EQ
• Stress Management
• Adaptability
• General Mood

13. Description of Materials and
Instruments
• EQ-I survey instrument
• Sales performance instrument
• Sample size

14. Selection of Participants
• West Coast Sales Force
• Mortgage Banker’s Association List

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. Methodological Assumptions,
Limitations, and Delimitations
Assumptions:
• Number of sales people.
Limitations and Delimitations:
• Participation
• Self-reporting
• Other things impacting performance

17. Findings

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. 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. 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. Scatterplot Depicting Relationship
Between Total EQ and Sales

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. Summary
• Intent
• Importance in area of sales.
• Availability of information.
• Support of other research.

24. Conclusions
• Focus
• Improving one’s EQ
• Relationships observed.
• Future Development

25. Recommendations
• Future studies.
• Larger populations.
• Knowing how to utilize this information.
• Improve sales success.

26. Questions