Show them you care

ALEX ELLINIS says sales leaders should show emotional intelligence, particularly in the current circumstances

There are many words that can be used to describe 2020: stressful, uncertain, worrying, to name but a few. For businesses, strong and proactive leadership has never been more important, as both employees and customers look for guidance on how to navigate the months ahead.

For a number of years, emotional intelligence has been seen as a key driver for businesses to optimise talent, survive and grow, but it is now even more important and must be at the centre of every leadership strategy. Without it, the likelihood of being competitive and successful is minimal.

Emotional intelligence is the measurement of how we understand each other, how we think and feel, of our personal concerns and how we communicate with one and other. Emotional intelligence is important right through an organisation – it must be present for effective leadership and management, be that of customer service, sales, marketing or HR. Higher emotional intelligence helps leaders to communicate better, and promote team effort and problem solving. At its core, it enhances healthy interpersonal relationships and communications.

Conversely, poor emotional intelligence can have a hugely negative impact on an organisation, inevitably reducing morale, output and ultimately revenues. As we all know, employees are a company’s biggest asset, so they need to be looked after. And, arguably, salespeople are the most important employees, because without sales no one has a job. Just like customers, if salespeople are not happy they are likely to switch off and start looking elsewhere. To protect them it is essential that sales leaders care about their welfare, consider their feelings, listen to their concerns and maintain open lines of communication with them.

Just as an individual visits the doctor to ensure they stay healthy, organisations need to utilise the same concept for employees. They must invest in them, speak to them, and understand them and their worries, as well as their hopes and aspirations. It also helps foster good relationships with customers as it means you understand what they are thinking and feeling.

NOW IS THE TIME TO CHANGE

Nothing is the same as it was pre-Covid 19, so we need to try and embrace this change right now. There are several reasons why emotional intelligence has to be fundamental to your business strategy. Sales leaders should strive to: l Understand what emotional intelligence is, and how it can improve both their personal and professional lives l Appreciate the importance of self-awareness and getting in touch with their feelings and emotions in developing emotional intelligence skills l Practise techniques to self-motivate, control emotions and challenge negative thought patterns l Understand the importance of empathy and developing social awareness for properly managing relationships with others as an emotionally intelligent person.

At Greater London Business School, we run courses for business leaders purely focused on the importance of emotional intelligence, with the fundamental aim of improving their thinking, feeling and doing. The courses give them the essential skill and mindset for proper selfawareness, self-management, self-motivation and relationship management, empowering them with a choice in how they think, feel and act.

Incorporating emotional intelligence into the future strategy of your company will ensure leaders understand their employees’ emotions and foster mental health, engagement and loyalty throughout the company. Recruitment will also improve as you look for future candidates with effective communication skills.

How we identify, understand, and manage our own and other people’s emotions are very strong predictors and vital in the workplace for enhancing job performance, job satisfaction, job stress, leadership, commitment and teamwork.

As we continue to battle through the Covid-19 pandemic, increased communication and support levels are a must, as we are all feeling vulnerable. Leaders must realise this and utilise emotional intelligence to navigate the murky waters ahead.

ALEX ELLINIS is associate professor and director of executive education at Greater London Business School, which offers a broad range of courses in management, leadership and sales, including sales courses accredited by the ISM. He has 20 years of experience working in management and senior executive leadership roles across a diverse range of sectors. Visit: greaterlondonbusinessschool.co.uk