The Rainmaker Series – Emotional Intelligence (People Smarts)

(This is the third in a series of posts called “The Rainmaker Series.” This series is an attempt to identify the common traits and characteristics that Top Sales Performers often called Rainmakers seem to possess.)

When I think of our Top Performing Sales People they all have a high Emotional Intelligence which I call “People Smarts”.

Emotional Intelligence has nothing to do with how intelligent or smart someone is.

So what is Emotional Intelligence or “People Smarts”?

The ability to identify and manage your own emotions and the emotions of others. An individual with high emotional intelligence can accurately recognize and express their own feelings, reflect on them, regulate their own emotions, and even use emotions as a mental input to effectively solve problems. (Daniel Goleman, ” Working with Emotional Intelligence”)

It seems the Top Performers or Rainmakers in any sales organization excel in these abilities:

1. Ability to control and express their emotions accurately.
2. Ability to recognize and understand others emotions and react accordingly.
3. Ability to not let their or others emotions get in the way of good decision making.
4. Ability to use emotions as a motivating factor to get their desired results. 

While we all have many of these abilities, it is the Rainmakers that seem to have confidence in these abilities and know when and how to use them effectively.

Top Performers can consistently size up a situation, appraise the emotions of themselves and others, and accurately adapt as needed.

This trait is very hard to detect in Sales People with very high levels of Emotional Intelligence or People Smarts because it’s a seamless process that is natural for the Rainmakers.

However, for those with lower levels of Emotional Intelligence (people smarts) it is a common barrier to his or her success. 

1. They struggle controlling their emotions both good and bad.
2. They fail to take into account their customers emotions.
3. They let their emotions at times take control of their decision making. 

While lack of these skills are very recognizable to others, I find that those with low levels of Emotional Intelligence have a hard time understanding or seeing this weakness in themselves. Without a good understanding of emotions they will put the blame of poor results elsewhere.

Of all the traits that I have identified as being common among our Top Performers in this series, Emotional Intelligence (People Smarts) may be the least understood and the hardest to learn and teach.

Some may call it luck when they discuss the Top Performers seemingly always in the right place at the right time and that may be true but when in happens over and over, year after year, I call it High Emotional Intelligence and Great People Smarts.

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Now let’s get out there and over-deliver!